5 Keys To Create MASSIVE Value During Sales Qualification
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- čas přidán 25. 06. 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
1. Establish authority.
We need to first and foremost let the prospect know that we are someone that they should be having a conversation in the first place. We need to show them that hey, this is someone that I do want asking me questions. So they can't just show up, and we can't just say hey, I've got some questions for you. I want a just kind of bombard you with questions, or I want to probe to understand what's going on. That's low-value stuff. No CEO or VP is going to say, "Yeah, I'm dying to get my brain picked right now." So, when we show up for that discovery, we need first to establish that we are the authority. And so, how do we do that? Well, what we want to do is use what I call the whiteboard pitch, and it's straightforward.
Typically what I'm doing is something like this. It's just a three-part matrix. So I might say something like, "You know what, Don? "Some of the challenges that we see in your space "are the following." And so, we've got challenge one, challenge two and challenge three. And so, obviously, you might mention what those are.
Now I can engage around those challenges, which goes right into the next piece, which is number two, which is engaged around challenges.
2. Understand our prospect's core challenges.
What are those issues that are affecting them? So again, established authority, we've done a little whiteboard pitch, we've now ended it on which of these ring most true to you, and now the prospect is saying, "Oh, well, this one." So say in this case, they're saying, "We're being beaten down by low-cost competitors." And so now I want to understand exactly what's happening around those challenges. And by the way, if you've done this effectively, this little whiteboard pitch, it's going to make everything else so much easier. Because chances are, in a lot of people's world, if you're going to deep in the questions too early without having established some authority, a prospect is likely going to say something like, "You know what can you just tell me about your product?" Or, "Can you just give me the price?" But instead, because we've established this authority, almost like a doctor.
3. Have a high-level sales qualification conversation.
We want to understand the cost. And again, you've established yourself as an expert, so you have earned this question. So you've talked about some of the challenges, what's going on, and now we want to understand what does the cost of these challenges mean to the organization? What are all these challenges costing the organization?
4. Understand their drive.
We want to understand their drive. We want to know what is driving the prospect to be focused on this particular concern. What's in it for them? Why does this matter to them, what's driving them? Or, how are these challenges driving them in a certain way? Understand their drive.
5. Only present to their challenges.
This is one of the biggest mistakes that people make in a demo or a presentation, is that they've done let's say a pretty thorough qualification or a discovery, and then they get to the presentation. They start presenting all of this other stuff that's outside of the challenges that the buyer said in the qualification stage. We only want to present what they care about.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
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#1 starts at 2:50
1. Est. Your Authority
2. Find Challenges
3. Find the Cost
4. Find Their Drive
5. Present to Challenges
Play video at 1.75 speed. Thank me later.
definitely one of the top people to give real value to help salespeople in their way! thanks so much Marc
you prolly dont give a shit but does anybody know a method to get back into an instagram account??
I was dumb lost my account password. I love any help you can offer me
Selling to salespeople. Next tier sales. 👍👍👍 This video is applicable to general sales and selling your company to other companies. D2D & B2B
Thanks Marc, i'm getting closer to success the more I listen to you!
Excellent video.I’ve been working in Pre sales roles for about 3 years: I consider myself as a good pre-sales person. I’ve created couple of methods to qualify prospects but this one is definitely superior to the ones I’ve used (with some success ). So.. THANK YOU !
Jean-pierre Saint-aime I've been mostly pre-sales for the last 11 years and in many cases I was the one with this type of methodology, instead of the sales people too! It really pays off
Marc, you're awesome, I wish you success 10X :)
Thank you so much for this
Nice one! Great concise advice.
I love this man❤
GOLD!
Very Helpful And Inspiring videos
I’m going to use this tomorrow
Thank you very much, I dont know why but I got a very Tony Robbins vibe watching this. Maybe your voice. Great video!
Solid information here
this is so amazing
Many of your lessons will work well for a professional looking for a new position. In other words, the item they have to sell is themselves and the how hiring them could benefit the company and solve the pain points of the company.
Very solid video
I like your thoughts
this is great stuff. saving it to finish later
Great.
Mark, while you've got right the consulting (aka 'doctor') approach, there is a huge issue with this... In most cases, a patient knows he/she has a health issue and needs to see a doctor. This consulting approach may work well in incoming pre-sales calls. It can't work with outgoing cold calls, because your potential customer: a) has not identified the issue your product is solving, to seek consultation, or b) has identified the issue and is not considering it urgent, or has discovered a workaround (that might be inferior to your product, or losing him/her money), or c) has identified the issue and has engaged with your competitor(s) for a solution. Back in square 1...
Hi, have you found anything that helps with this? As in any channels or books as I see what your saying and only just realised you left this comment a year ago lol
Depends your purpose of a call.. If you establish as a authority over them.. Make it a Survey or something..even in the end your gona be pithching hard....but smooth..its interesting to me...i havent tried it yet.. But i could see it. 🤔
Prospects don’t know what they don’t know. You’re the expert. The authority. It’s up to to find the solution to their problem. It’s up to you to establish urgency. How? Ask questions. Pull the pain out. What issues are they having, what have they done to fix them and how has that worked out.
Wow!
Great "Sales 101" stuff here. But, what if you're selling in a market where there isn't any active (or latent) pain or challenges? For example, this particular market is surgical capital equipment. There are three competitors and all products are on par with each other as it pertains to capability and cost. It comes down to surgeon preference, which is usually simply what platform they used in their training and when you lose the deal, you're locked out of the facility for 10+ years. I would love to hear your thoughts around creating differentiating value in this type of environment.
This is extreme helpful but I get stuck in the beginning.. we selling website and we just call random company’s but most of the companies tells me they have it way to busy and get enough clients with mouth-to-mouth so what can I tell them ?! Really need help
Please do one on inhouse timeshare .
Id like a paid subscription but I see different packages available. Which one should I buy?
Hi Marc. This is valuble, thank you. So what happens if you know the trends but do not have actual data to back it up?
Get the actual data. Not having it isn’t due to a lack of resources. It’s due to a lack of resourcefulness.
how do you establish Authority on outbound calls?
Leveraging the Influencer
It depends on what you sell. Either way Mark somewhat contradicts other videos. If you ask questions that are focused on the customer and goals you will be able to establish yourself as an authority but bringing together a strategy that will help you client without guessing the obvious and missing the target.
Please makea video on NK ANSWER in cold calling
Tech4Everyone lol. I had the same request recently. If you look through some of his other videos you can put together a semblance of tips for this.
I love your videos. Only one big challange, how to sell to the government when they dont care about how to save money and at the same time they belive they dont have any money?
5 Keys to Create Massive Value During Sales Qualifications
1. Establish your Authority
2. Engage Around Challenges
3. Learn the Cost
4. Understand their Drive
5. Only Present to their Challenges
What’s keeping you up at night ? What’s most important to you?
If there is any thing you would like change what would it be?
"What's the fire under their ass"😂😂😂
The term “spit balling”, may be less appealing, as of late.
My discovery script is similar but it's a lot easier to practice and use than this one... Marc Wayshak's script is great for seasoned professionals, that's just my opinion.
Don’t like the BG music. Glad you have dropped it from your more recent videos.
Love your lips tho😋😍
This guy sounds like a doctor. Lol
Not hating, but I wonder if this could be boiled down to a 5 minute video.
HOW TO CREATE FAKE ”LIVE” WEBINARS 🤢
I like your content but improve your posture.
Try and give people more than 0.03 seconds to click on your face bro