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Sandler Training in Calgary | Calgary, AB
 

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Qualifying

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

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.”

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.

Troy Elmore, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with the competition and selling a crowded marketplace. Get the best practices collected from around the world.

Listen Time: 21 Minutes

At Sandler Training, we believe in not solely talking about features and benefits during your sales call, but rather focusing on the prospect’s needs. However, there is a time for presenting, once you have qualified the opportunity. Once a prospect is fully qualified in Pain, Budget, and Decision, then it is time for you to make the presentation, and you want to make that presentation as persuasive as possible.

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

Does this sound familiar to you? Prospect A says, "This looks very good. I think there's an excellent chance we'll do business." The salesperson thinks, "I've got one." Prospect B comments, "Your price is higher than we expected." The salesperson thinks, "I'll have to cut the price to close the deal." Prospect C reveals, "We were hoping for a shorter delivery time." The salesperson thinks, "I'll have to push this through as a rush order to get the sale."e