Prospecting is a marketing function

Quote:

Originally Posted by JacquesWerth

Conversely, the Top one percent are always in the �disqualification� mode - not only when they are prospecting, but throughout the entire sales process. The disqualification attitude makes a huge difference in their closing effectiveness.

I can confirm this baby. Throughout my diagnosis we're looking for reasons why we should get up, go home and forget about each other once and for all. I extensively use phrases like...

"I guess we've just found a reason for not working together."

"I guess we've just found a reason for me to turn down your request."

"I don't think this will work out for us."

"Considering the circumstances, I can't accept you as a client, but I'm happy to help you to find a competent alternative."

"I suggest that you find another advisor to help you."

People simply want top hang in.

This is my reasoning. I'm about to invest some $450,000 worth of my education and over 10 years of my experience. I expect a good return, so I have to be very careful about who I invest in. Does the client have the potential to collaborate with me that will result in a good ROI for both of us?

What I've found is that tyre-kickers get the most upset when I use the phrases in email and I am not willing to meet them.

Jacques is dead right with the disqualification. That's the way.

In the beginning I would sign up anyone breathing - no more. JW helped me get a grip. I don't have any catch phrases or stock replies - I ask direct questions and usually in a couple of minutes know if my time is being wasted - sometimes it takes longer. In what I do I don't have to say the things Bald Guy says because the other person is usually first to say no thanks.

I've found with the right questions the other person saying NO first makes it very easy on both of us and no bridges are burned.

The best to all.
MitchM

Quote:

Originally Posted by AZBroker

What would be an example Houston?

I'm no expert but I think you'd find that most successful people know what they want, believe that what they want is worthwhile and attainable, and pursue those wants with passion and focus.

Quote:

Originally Posted by Houston

I'm no expert but I think you'd find that most successful people know what they want, believe that what they want is worthwhile and attainable, and pursue those wants with passion and focus.

I think you're on to something there.

Quote:

Originally Posted by Houston

I'm no expert but I think you'd find that most successful people know what they want, believe that what they want is worthwhile and attainable, and pursue those wants with passion and focus.

Having a superior sales process and the skill to utilize it might also contribute to success.

Quote:

Originally Posted by JacquesWerth

Having a superior sales process and the skill to utilize it might also contribute to success.

In my opinion a superior sales process and the skills to utilize it
WITH the success principles I mentioned are a surefire way to success in sales. However, a superior sales process and the skills to utilize it WITHOUT the success principles I mentioned is a surefire way to obstruct success in sales.

Quote:

Originally Posted by Houston

I'm no expert but I think you'd find that most successful people know what they want, believe that what they want is worthwhile and attainable, and pursue those wants with passion and focus.

I think you are quite right Houston.

Quote:

Originally Posted by JacquesWerth

Most of our client companies' marketing departments take responsibility for lead qualification. It's far better to have a $15 per hour marketing clerk making the calls than a $50 per hour salesperson.

Do you recommend that salespeople do their own telephone prospecting, high probability style, or do you recommend that companies have a staff of trained, high probability style, appointment setters? Are high probability prospecting offers just as effective with door knocking?

I would say using these two sales tools is why I have managed to stay in sales so long.

When new to sales I was always on the look out for buying signals. I had somehow convinced myself that I could sell and had the ability to twist every objection to my advantage by using the Yes, but method. Then I discovered it didn't work, that I was not getting the results I wanted, and I had to face the fact that some clients either didn't want to buy, maybe they didn't want to buy from me, or they had another, better purchase decision in mind. You could say I ruined my teeth trying to convert every sale.

So I became a lazy salesman, I started looking for buying signals, and they had to be fairly strong, but if the buyer had a determined not-to-buy attitude about him/her, then I was quickly off to pastures new. To be honest it was lovely saying to some people "Look, I can only spare you another two minutes because I have so many calls to do each day", or "I know this offer is for you, but can we discuss it some other time - we are inundated with enquiries and I must make tracks". What did I discover, I felt happier, I was off to find more rabbits, and was not going to have a wasted day. And avoiding wasted days is what spells success or failure. So try and close within 50 seconds, test how warm the water is, and be prepared to leave all within 5 minutes.

Quote:

Originally Posted by Incidentally

I would say using these two sales tools is why I have managed to stay in sales so long.

I can only confirm Incidentally's answer. When we make up out minds to meet only people who are 7-10 ready (on a scale of 1 to 10) to make buying decisions if their buying criteria are met (Yes, High Probability wording - Thanks Jacques), then we'll meet fewer but readier prospects.

And certainly feels good to be a lazy salesman respected by prospects.

Prospecting is a marketing function

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