Do you struggle to keep your pipeline full of the right quality and quantity of prospects? Are you not getting "in front of" enough potential buyers? Are you missing your sales target because you lack a strong sales pipeline?
Learn 2 super easy tips on how to determine in seconds if your buyer is a qualified prospect or a suspect.
“Sales opportunities are only opportunities because the potential buyer fit all factors for your ideal target” (Source)
“David Mattson in his book entitled “The Sandler Rules” defines a suspect as a contact (target) with whom you might be able to sell to but with whom you have not connected with in any way” (Source).
“Stephan Schiffman, author of 12 books on sales, defines prospects as people who are progressing with you through the steps of the sales process. This is a targeted contact who is going to “play ball with you” ( Source)
“Essentially, a prospect is someone you may or may not have connected (YET) but who might be able to benefit from what you have to offer” (Source).
“All contacts or all not-yet qualified leads, are suspects until you have had that all-important qualification conversation” Source
“Piquing interest” is a term that is used to refer to “getting a prospect interested enough, curious enough” to spend a few minutes with you and have a discovery or needs analysis conversation. The prospect must be willing to have this conversation despite not knowing a lot about you, your company or your products. During this very important step, you, the salesperson, must get the prospect to agree to give you a few minutes of their time so you AND the prospect can vet each other to determine if an opportunity to do business exits.
Humans are interested in two fundamental things; or stated another way, all of human interests can be reduced to two major types. We are interested in either eliminating pain AND/OR satisfying needs, wants and desires. For many of us, the drive to eliminate pain is stronger than the drive to satisfy needs, wants and desires. When seeking to pique interest, it is vitally important that you know which category of interest you will be attacking.
From our study and training at the Academy of Applied Selling, there two general ways in which you can pique the prospect’s interest. First you can lead with a much targeted question on goals and/or challenges, and then tailor the interest piquing statement or question to address the answers. Alternately, you can begin with a more general interest piquing statement or question; from there, you can then ask a few clarify questions to see if the prospect is hooked enough for a further conversation.
At our Academy of Applied Selling, we help teams and individuals understand and master this technique so that sales rep can elicit that “WOW! Tell me more! Or that “Oh Yeah?” response from the prospect. Because without it, the rep will find it painfully difficult to have an effective needs analysis conversation with the prospect. If this opportunity is to advance, this discovery MUST happen.
Over the years, I have worked with many discovery or needs analysis methods with the objective of finding out as much detailed information as I could about the prospect without having the needs analysis feel like an interrogation or have it take forever. Let’s face it; when you are engaged with a prospect that has an identified problem (at least in the mind of the prospect), there is a tug of war of sorts with the prospect desiring as much information as he or she can get without revealing too much information; this desire also exists for the sales rep; to get as much information about the prospect’s total situation before providing specific information on products, pricing, terms, etc.. Read more