Qualifying: Before or After Your Presentation?

I was working with a new client this week, and I listened to a recording of their presentation and it went like this:

  1. Hello, how are you doing—brief rapport building
  2. Deep dive into their presentation—including features and benefits
  3. Qualifying to see what the client was most interested in.

How does this sound to you?

Is this the way your presentations go?

After we went through the call, I suggested it would be much more effective for the rep to know the client’s buying motives (his needs, wants, and wishes) before giving the presentation.

Here’s why:

  1. By knowing the buying motives before your pitch, you’ll be in a much better position to “speak to those buying motives” during your presentation.
  2. While tailoring your pitch to your prospect’s specific buying motives, you’ll also be able to stop after making a point, and, using tie-downs, check in to see how your presentation is going.
  3. Near the end of your presentation—right before discussing pricing—you’ll be able to use a trial close to see if your prospect is bought in. Something along the lines of: “So, based on what you’ve seen so far, does this sound like the solution you’ve been looking for?”

If you want to immediately improve your conversion rates, then make sure you understand—in advance—what your prospect’s buying motives (and potential objections) are.

Then, spend your presentation targeting those needs, and checking in often to see if you’re meeting them!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

One Great Close You Should Be Using

How do you handle the following two big objections?

“Your price is too high.”

“I can get a better deal/rate/price using XYZ”

Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it.

Instead, the vast majority of reps stumble when they get these objections, or worse: they lower their prices to try to compete.

The best way to handle this is to…

Isolate it! Just like you should do with most objections.

Here is the easiest way to do this:

Whenever you get either of the two objections above, simply respond with:

“In addition to price, what else is important to you?”

OR

“In addition to price, what else is holding you back today?”

Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them.

That’s it!

For those of you thinking this is too easy, I challenge you to use it for the next month each time you get this objection.

You’ll be amazed at what you hear—and how much further you can take your prospects…


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Ask for More to Get More

My sales numbers when through the roof when I changed one simple thing:

I asked for double or even triple the deal size at the end of each presentation.

Before this, I used to give my presentation and automatically default to the lowest deal size and be happy if I got it.

In fact, it was so bad that I even dropped the price to half the minimum amount, and I was happy if I got that!

What I didn’t realize at the time is that prospect’s often have a lot more budget than I think they do. In fact, once I started asking for larger deals—and companies and individuals started buying more—I was blown away by how easy it was!

In addition to getting larger deals, I also found it was easier to drop a prospect to a lower amount if I started high. Also, the amount I dropped them to was usually twice as much as I had been used to asking for to begin with!

It was a huge win/win.

As I coach sales reps these days and listen to how they ask for the sale, I’m reminded of myself because guess what? Most of them ask for the minimum amount, or the lowest priced package, or worse—they go below the lowest priced package and are happy when they get it.

The biggest problem with this way of selling isn’t just that they are taking thousands of dollars out of their company’s—and their own—pockets, but the worst thing is that they condition themselves to ask for, and get smaller sales.

And they do.

Take it from me (and all the top reps selling these days): The fastest way to double or triple your sales is to ask for more in the very beginning.

And the sooner you do, the sooner you’ll find prospects who say yes.

Do yourself a favor this month and starting at the top—rather than at the bottom—of your pricing sheet.

And watch as your income goes to the top as well!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated