How Can I Be a Better Salesperson
Be Productive Not Busy
For the traditionally trained salesperson, the process of qualifying a prospect may seem like a roadblock to successful selling. During qualifying, the salesperson determines whether or not the prospect should become a customer, and the process often leads to closing the file on a prospect that isn't a fit. Mr. Traditional will say, "Close a file--never! I never let them get away. I keep calling, keep visiting, keep presenting, until. . ." Until what? It's pointless and often keeps you busy but unproductive, frustrated and poor.
A truly unqualified prospect will never become a client, and will never take the salesperson to the bank. What that prospect will do is take up the salesperson's valuable time, and valuable knowledge, time that should be spent on prospects that will make good clients. And the knowledge you share with a qualified prospect will have a positive effect on your bottom line. You'll have helped someone who really needs it and wants it, plus you'll have fulfilled your personal goal and developed quality business.
People become disqualified for many reasons. They may have problems but don't have the conviction to fix them. You may hear reasons and excuses like the timing's not right, I need to think it over, or I'm too busy to deal with it. Whether they are real or made up, fact is they are not committed to making the change. The other fact is you can't be more committed to fixing their problem than they are.
By taking a prospect through the qualifying compartments of pain, budget and decision, you'll be able to spend most of your time with good prospective clients who are creating a solution to developing their business. And you can develop relationships with clients that take you to the bank.
Do you like chasing prospects who will never become clients?
Find the answer to the question "How Can I Be a Better Salesperson?"and learn how to turn the battle in your favor at our upcoming Executive Briefing.
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Blue Engine Enterprises LLC - Chicago - authorized Sandler Training licensee
My winning the Highest Annual Sales Volume Increase Award at Colliers Lanard & Axilbund for 2007 was a direct result of Sandler® training. The best aspect of the training is the individual attention that ensures the success of your clients. From the personal coaching sessions, to the classroom environment, Sandler provides the tools to become a terrific salesperson. I can think of no better training/coaching program than Sandler Training.
David L. Reibstein
Colliers Lanard & Axilbund