Who’s The Boss?

Transcript:

By Walter Gerano, Sales Development Expert, Anthony Cole Training Group

There is a saying that goes something like, “The customer may not always be right, but they are always the customer.”  Well, in selling. I also have a saying – “The prospect may not always be right, but are they really a prospect?”

Hello and welcome to this week’s edition of Sales Brew where we ask the question, “Who’s the boss in your sales process?”

Lots of sales people are so happy to get in front of a prospect that they sometimes allow the prospect to control the process. Whatever question the prospect asks, we answer it. Whenever they ask for information, we give it to them. When they want a proposal or quote, we go back to the office and begin to work on it. Who’s in charge here?

We didn’t really focus on how qualified they were – just whether or not we could get in front of them and how quickly we could present a solution.

What if they’re not really a prospect? Maybe we should find that out first.

Before we get “happy ears” thinking that we have a prospect because they are meeting with us and talking to us, let’s make sure we have some criteria to find out if they really ARE a prospect.

Here are 4 things you need in order to have a qualified prospect:

1. Do they have a problem (PAIN) that they are committed to fixing?
2. Do they have the time, money and other resources to commit to a solution?
3. Do you know their decision making process and have you met with all decision makers prior to agreeing to present?
4. Did the prospect agree to make a decision, yes or no, when you present?

If you answered “yes” to all of those, you have a prospect.

So, what gets in the way? Why do we think the prospect drives the process? Why do we sometimes act like the prospect has the right to make all the rules? Well, if you have been meeting with too many people that don’t meet those 4 criteria, remember these 5 things:

1. You have to find out why they took time to meet with you (the “why am I here?” question).
2. You have to be of the mindset that THEY have to qualify to do business with you.
3. You have the right to get all the information you need to do the job being asked of you.
4. You have the right to make decisions that are not popular with others (Remember: don’t walk, talk, look and act like all the other sales people).
5. Finally, you have the right to walk away from anyone who isn’t a prospect.

Failure to do so causes you to not only waste a lot of time, it keeps you from attaining your goals and dreams. Remember: No prospect, no problem – next!