Prospecting & Qualifying

Creating a consistent, repeatable, scalable sales function means we need all of our salespeople to interact consistently with prospects and clients.

Eight simple questions about your personal approach to prospecting

Sometimes when we’re qualifying, we hear an “I don’t know” (IDK) response to a question we need to get answered to determine if the prospect we’re talking to is ideal.

Our prospects have been trained, by salespeople seeking to get their needs met at the expense of rather than in service to their clients, not to trust salespeople so they developed mechanisms to reduce the “influence” that salespeople have in the buying process. One of the most common is to put up a (virtual) paper wall by requesting a proposal/quote/information from us before we’ve even gotten to “hello.”

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. Brian is an award-winning Sandler Trainer in San Diego, CA.

A salesperson’s only valuables are their time and information. Many salespeople waste time with suspects instead of real prospects because they have no process to support them in quickly sorting out the time wasters from the true potential clients.

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.