Tuesday, December 22, 2009

Don't Ignore These...

...warning signs. From SalesDog.com:

Red Flag Warnings
by Mike Brooks

One of the biggest mistakes most salespeople make when qualifying is to overlook or not react to obvious red flags prospects give during the initial call.

In their haste or desperation to generate a lead, most reps hope that the possible objection will miraculously go away once the prospect sees their information or product or service.

But as we know from experience, it never does. In fact, the law for calling back leads is that: "Leads Never Get Better." What appears to be an objection or deal killer always is.

So how do you deal with obvious red flags? As soon as you hear something that triggers your intuition or gives you that sick feeling in your gut, stop and ask the tough questions!

Here's how you do it:

If someone says that they usually buy from another vendor, but would like to see your information, ask: "Why would you switch vendors?" Or "How many other companies have you looked at in the last six months?" And then: "And how many did you go with?"

If someone says that they will pass it on to their boss, say:

"Thanks. So that I make sure I'm not wasting her time it's best that I speak with her for just a few minutes. Can you please tell her that (your name) is holding please?" (If you're then told they are not available, make sure and get their direct line or the person's extension and keep calling until she picks up.

If someone says that they'd be glad to look at over, ask: "Great, after you do, if you think that it can help you (or your business, etc.), when would you move on it?"

The bottom line is that if you want to close strong then you have to start questioning the red flags. Remember: It's better to disqualify the non-buyers early then to waste your time and energy chasing people who are never going to buy. Plus, you'll have more time to find real buyers.

So this week, write up questions to the red flags you get and begin using them! You'll feel so much stronger as a closer, and you'll begin making more money. Believe me, it's a win-win.

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you're looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: www.MrInsideSales.com.

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1 comment:

Scott Sheaffer said...

Great post on qualifying prospects. I especially like the quote, "Leads never get better." Great basic points that will save everyone a lot of time. http://salestipsbyscott.com