Stop Talking Start Selling Audiobook - Chapter 2 - Qualifying Your Way to Sales Success

Описание: Stop Talking Start Selling Audiobook - Chapter 2 - Qualifying Your Way to Sales Success

Welcome to the most important chapter of this book and the most critical stage of the sales process. If you master the art of questioning and qualifying your sales prospects, it will go a long way to making you an elite sales professional.

Too many salespeople make the mistake of rushing through this stage. They judge the quality of the opportunity based on the great rapport they built with the prospect or based on how excited their prospect sounded in the first conversation.

Don't fool yourself like many salespeople do.

The qualification stage of the sales process is the most comprehensive. You must engage your prospect in a conversation, uncover their basic needs, ensure they are the right person to speak with, ask about budgets and timelines, and dig deeper into buyer motives to discover the real drivers behind your contact's decisions and much more.

If you fail to qualify your prospects thoroughly, the consequences are severe. You'll waste time with weak prospects, be unable to forecast accurately, and miss vital information that will cause you to lose good opportunities.

The worst part of inadequate qualification is that it can lead to poor performance, and you'll waste a lot of time trying to fix it by focusing on the wrong areas. Whenever a salesperson requests a coaching session with me to talk about closing, it almost always ends up in a discussion about how to qualify better and get more control over their opportunities.

In my days as a sales leader, I once evaluated a list of almost 200 lost opportunities from my team. I wanted to generate a drop-down list with the most common reasons why we lost opportunities. The top five reasons were as follows:

(1) Poorly Qualified (62%)
(2) No/Low Budget (18%)
(3) Unknown/No Reply (9%)
(4) Lost to Competitor (6%)
(5) Project Postponed (5%)

I firmly believe that poor qualification is still the biggest problem in the sales profession today, and it's an expensive one.

In this chapter, I will go in-depth on how to pique your prospect's interest and begin qualifying instantly. I will introduce you to some old and new questioning techniques, focusing not only on how to use them but also when to use them for best effect.

I will also dig into important topics such as how to spot buying signals, how to reveal real buyer motives and how to uncover decision processes, timelines, stakeholders, and much more.

By the end of this chapter, you'll have the techniques and strategies needed to create robust sales pipelines that will result in a predictable source of revenue and a feeling of complete control.


If you're interested in taking your sales career to the next level, why not consider my personal success coaching?

Read more today at https://davidcraigwhite.com

Sincerely

David Craig White
Sales & Leadership Coach

P.S. Remember that learning about new skills and techniques is only the first step. You need to learn and apply if you really want to master the things that I teach. Action equals Impact.