3 Steps to Create (TONS OF) Value During Sales Qualification
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- čas přidán 22. 07. 2024
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Create Value During Sales Qualification Step #1: Don’t qualify; disqualify.
Here’s the thing: Most salespeople have been taught that they need to qualify prospects-hence the popular term sales qualification.
As a result, salespeople end up asking leading questions to influence prospects to conclude that they’re a good fit for whatever solution is being sold.
This is the absolute wrong mindset for creating value during sales qualification.
Instead of trying to get the prospect to buy into the idea that your solution will help them, you should be focused on determining for yourself whether the prospect is a fit for what you sell in the first place.
So don’t qualify; disqualify.
Step #2: Know the cost.
You must understand the real cost of those challenges to the prospect. Why? Because that’s going to be the value of your solution.
Remember, the value of your solution is not determined by you-and it's certainly not determined by all the awesome features and bonuses that you have to offer. The value of your solution is determined solely by the prospect, and more specifically by the size and cost of the challenges that they believe you can help them solve.
The more you know about the cost, the more likely the prospect is to trust you, and to believe that you are the solution.
The goal is that you want to know more about their challenges than even their own spouse does. If you get to that point, you’re going to have a customer.
Create Value During Sales Qualification Step #3: Understand their commitment.
Is your prospect actually committed to solving their challenges? This is one of the foundational keys to a successful sales qualification conversation. Understanding the prospect’s personal commitment to solving their challenges is key.
This is a place where, particularly in the B2B space, a lot of salespeople tend to feel really uncomfortable. Even great salespeople can start to feel uneasy when digging to understand their prospect’s personal commitment to solving the problems at hand.
But you know what? Behind every professional objective is a personal objective. So you need to understand why they personally care about solving their challenges.
Remember, there’s always a personal motivation behind solving any challenges in life or business-so if there isn’t one, then the prospect simply isn’t going to do it. There must be a personal motivation behind why they want to solve any particular challenge.
It's absolutely critical that you understand their personal motivation by asking a question that sounds something like this: "Behind every professional objective is a personal objective. Help me understand what's driving you to want to solve this challenge."
By asking that question and getting them to say, "Oh, well, if I don't solve this, the company is going to be in trouble..." or whatever the answer is, you’re really getting them personally connected to solving that challenge. The more personally connected they are to solving that challenge, the more likely they are to do business with you. It’s not just professional anymore; it’s personal, too.
And of course, if you're selling to consumers, then they must have personal commitment in solving their challenges as well. They've got to be all in, and if they're not, then there's a good chance that they won’t ultimately be qualified to do business with you.
That's the key to making sure that you turn sales qualification conversations into disqualification conversations.
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/
Number 1 fan of your sales videos
sir, you are very practical person, we need it, most of speakers gives only motivation,but for me motivation is just like a baloon, it burst after some time,but practical things works lifetimes
This guy has some of the best tips I've heard on CZcams
Chris Voss describes this as finding their black swan. Interesting how all these things go together.
Loved the first point. Takes the conversation to a different level and we automatically tend to ask more questions rather than waiting to be asked something by the prospect.
Thank you so much for your clips!
I personally think you provide massive value on these CZcams videos. I have personally rewatched so many of these videos.
I loved all of your videos Marc you had made sales an easy thing to do....where I was struggling with...I'm glad I stumbled on these videos.
This video is pure gold. got so much of clarity from this. Thanks for sharing
Great video. Lots of actionable advice in this video that I can't wait to try out.
Thanks for sharing the insight. Helped a lot
They say, if you do something the same way all the time and expect a different result, then you are insane. Just because we think we know our product thoroughly, we know how to sell it all the same...
Thanks for the videos, going to change things up a bit and have a more calculated and strategic approach.
Great video! Plenty of actionable advice in this video!
Disqualify! Brilliant and thank you so much!
Another great video Marc. We use an ROI calculator as part of our sales process and my feelings have been mixed on its effectiveness. Where are you getting your data on it not being effective? Thanks 🙏🏾
Genious as usual!!
Good stuff!
3 Steps to Create Tons of Value During Sales Qualification
1. Don't Qualify, Disqualify
2. Know the Cost of your Prospect Challenges
3. Understand their Commitment
Always great advice
Do you do consultations mark?