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Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171

Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #170

Our guest today is Jeff Koser, author of the book “Selling to Zebras”.  Jeff believes that good prospects should be as easy to spot as a zebra. Far too many sellers have no idea what problems they solve for their clients.  They can’t distinguish a hot prospect from zoo animal. That’s the topic for today and what you can do know your perfect client and get results.

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What’s a Zebra?

If you don’t know your ideal client (your Zebra),  sales, business development and marketing are going to be misaligned. Nor will you be able to connect with Power, what Jeff calls the sole person who can decide to buy without checking the budget. The goal here is to only be selling to zebras.

Sales Process

Build your Zebra – Define your ideal client and design your avatar. Use
7 attributes, score each attribute 0-4 with  red yellow green. The high score is 28

  • 0-16 is in the red (you’re never going to make the sales)
  • 17-22 is in yellow (you’re deal is in trouble, you’re not selling to zebras)
  • 23-28 is in green (you’ve earned the right to ask for the business)
Zebra Attributes
  1. organizational profile
  2. operations
  3. power
  4. funding
  5. value
  6. technology
  7. service

Voice of the Customer – find the person who can buy without a budget. Discover THEIR problem and solve it. Power focuses on cost avoidance. Ask your current customers what problem you solved when they came on board. Find out what value you bring. Build a business case why someone should buy from you

Business Case – the Value Proposition. This process forces you to do your homework. Identify why they are your zebra, you’ve build a business case for your product, now you can frame your product in Power’s context.

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How to Find Jeff Koser

Jeff’s company is Selling To Zebras:

Take Action Advice

Don’t give up. If you have a dream the single biggest difference between succeeding and failing is your willing to continue to persevere.

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Ideal Clients, Avatars and Value Proposition Examples

Here are past episode you just might find addicting. Grow your sales today!

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How To Write A Successful Sales Plan with Jamie Irvine #168

Jamie Irvine Sales BabbleHow To Write A Successful Sales Plan with Jamie Irvine #168

Our guest is Jamie Irvine, an account manager and entrepreneur from Alberta Canada. Jamie believes to achieve big sales results every company needs to have a sales plan. A sales plan will help you to organize your activity. With a systematic approach you can move consistently towards  closing sales. A sales plan establishes clear defined goals, priorities, timetables, and necessary resources. It is a roadmap to success.  This plan must be understood by everyone in the company and focuses everyone’s attention on achieving and making sales. Jamie shares the key elements on how to write a successful sales plan. It’s not as hard as you think!

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The Best of Sales Plans

There are a number of  key elements to a sales plan. But first understand the “why” behind the need of a sales plan. It’s primary goal is to make sure you’re going in the right direction. Have a good plan, not perfect plan. Don’t get caught up in analysis paralysis and having no plan at all. The goal is to get started and work on it consistently.

Here are the elements on how to write a successful sales plan:

  1. Explain Why – First express the value of your sales plan. It’s important to understand the motivation for a sales plan. It will drive you to honor and follow the plan.
  2. Set measurable goals with defined outcomes – Activities are not enough. The desired results must clear. Without defined outcomes, sales goals don’t help you. Start with the ultimate goal of closing the sale and work backwards.
  3.  Establish a timeline – Pick a schedule that is challenging but doable.
  4.  Define your goals – Big goals, annual goals, and weekly to-do list goals to make this happen. Jamie uses a simple notepad. Breaks them up into alphabetical categories for precedence. Then numbers them 1 to N by importance.
  5.  Identify barriers to success –  Many times outside events are beyond your control. But you can learn how to deal with rejection and overcoming objections. That you can control.
  6. Outline the strategy and get everyone on board.
  7. Seek commitment from all the stakeholders – all roles need to support sales.

When developing a sales plan it is important that it is simple and that you take consistent action every day

 

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How To Find Jamie Irvine

This is Jamie on LinkedIn

His blog post Jamie Irvine

This is the LinkedIn article How To Write a Successful Sales Plan that caught my attention and invited Jamie as a guest.

A Bit About Slidebean

Slidebean allows you to create stunning, professionally designed sales decks in minutes, not hours. Over 2,500 sales professionals have used Slidebean’s simple, yet robust presentation tools to successfully pitch clients around the world.

Slidebean’s state of the art presentation software allows you track your prospect’s progress within a sales deck, letting you know vital information such as how many times they’ve opened your deck, and how much time they’ve spent on each slide.

 

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SlideBean in the Media

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Past Episodes on Sales Process Improvements

Here are past episodes that discuss Value Selling and how to build a Value Proposition. Listen today!

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How Listening Can Electrify a Prospect’s Desire to Buy with Jim Brown #163

Jim Brown Sales BabbleHow Listening Can Electrify a Prospect’s Desire to Buy with Jim Brown #163

Jim Brown is business consultant and host of the Sales Tuners podcast. Jim is a former marine and graphic designer turned entrepreneur. In this episode Jim addresses the common unwillingness of sellers to authentically listen. Prospects do not want to hear how you’re stuff is the very best. They could care less. Prospects only care about themselves and the problems sitting on their desks, email inboxes and voicemails. Unless you can address the visceral issues they’re facing today, you will rarely make a sale. Jim gives us practical advice on how to create a pre-call plan.The plan will guide you to listen and discover what truly matters to your prospect. This is practical advice on how  listening can electrify a prospect’s desire to buy.

Sales Challenge, Seller are Unwilling to Listen

The inability to listen is the biggest challenge sellers face. After asking a question they are not listening. Instead they are forming the next question, or start pitching a solution. They are waiting for an opportunity to talk. Insead, listen for their needs and desires.

Question to Ask:

“By the end of the day what are the top three things you want to get out of this meeting?”

You will hear the reason they want to buy. e.g they have a UI issue. What pain is that causing them? etc….   Uncover the emotional reason for the pain. What does this real pain generate in their lives.  Common pains include:

  • Too much time
  • Too expensive
  • Too emotionally draining

People will tell you everything you need to know.  Listening can electrify a prospect’s desire to buy. Get them to discover your benefits and sells themselves.

Tactical Listening with a Pre-Call Plan

Have Pre Call Plan that you’ve constructed ahead of time.  Things it should contain include:

  1. Put all the questions together before the call.
  2. Pain Indicators listed (see examples above)
  3. Play Dumb when they tell you their pains… ask how it effects their business.

It’s not things in life you don’t know will kill you, it’s the things you think you know that just aren’t so.  Therefore you will never get anything in life unless you ask for it. Start asking

How To Connect With Jim Brown

To connect with Jim you can find him at
http://www.askjbrown.com/

Twitter @jim_brown

https://www.linkedin.com/in/jimbrown/

SalesTuners.com Podcast

2017 Roadmap

Go to SalesTuners.com/roadmap and  break down the activities needed  to meet your 2017 goals

Find Us On Facebook

We love LinkedIn. But the real conversation groups are in Facebook who is trying to eat Microsoft’s recently acquired lunch. Find us at www.FaceBook.com/groups/SalesBabble 

If you’ve not yet connected with us on the Facebook group a please do! Each day  pump yourself up.

How To Ask Sales Qualifying Questions

Check out these past episodes and start selling with confidence today!

 

 

 

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DUM Sales Qualification Questions – Anniversary Episode #155

DUM Sales Qualification QuestionsThe DUM Sales Qualification Questions

This is the third anniversary special episode and we take up where we left off with the SORT episode . They say there is no such thing as a dum questios. Not true!  Today we learn some DUM questions and they are very smart.

Here are the seven questions to find out if your prospects VALUE your product. Find the prospects in your suspects.

SORT Questions

First we did a refresher from Episode 99 on the SORT method of sales qualification.  These questions will discover your prospect’s  challenges, pain and desires.

  • Story questions
  • Obstacles questions
  • Ramification questions
  • Transformation questions

Prospects who pass these questions understand the value of your product or service. Alas, they may still be unqualified to buy. We need to go a step further to see if they have what it takes to make a buying choice.

DUM Questions

They say there’s no such things as a DUM question. Not true. We have three questions and they’re really SMART.

  • Decision questions
  • Urgency questions
  • Money questions

Not only does your prospect understand the value of your product, but they also have the money, desire and ability to make a wise decision.

Stop Wasting Time

Some people are NEVER going to buy.  Sort them out and save time focusing on QUALIFIED clients only.

Where to Find the SORT and DUM Sales Qualification Questions

Download the study guide “Find The Itch Before You Pitch” here.

There are daily postings on the private Sales Babble Facebook Group.  Got  a question or comment send me an email or call 630-768-3134

Other Qualification Episodes

Did you enjoy this episode? Listen to these other episodes on how to qualify prospects.

 

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How Curiosity is the Engine of Sales Achievement with Tony Jalan

How Curiosity is the Engine of Sales Achievement with Tony Jalan

Our guest is my good friend Tony Jalan, an experienced technology sales manager and avid LinkedIn pulse writer. Tony believes that curiosity and resistance cannot coexist. We all know that listening is a necessity for sales success. But far too often sellers think they’re great listeners, but in reality  they’re not.

In this episode Tony share the five types of listeners in the selling profession and he makes the case how curiosity is the engine of sales achievement.

5 Types of Listener

Review the following and decide WHICH kind of listener do you think you are? Have you curiosity in sales listening and discovery?

  1. The Token Listener – They ask a question but only pickup 20% of the answer. Sadly they are pretending to listen. They’re more focused on their agenda vs the prospect’s needs and desires.
  2. Frosting Listener – They take the first thing you say and jump on the topic they THINK the prospect cares about. They don’t dig deeper and this leads to them becoming the dumpster sales person! Not a medical doctor who diagnosis the patient. If you listen and be curious, your customer will tell you exactly what they want.
  3. Hard Headed Listener – They hear the prospects message but will not accept the message. There is no curiosity in sales qualification and discovery. Zip, Nada and Zilch.
  4. Doubter Listener – They disagree with everything and anything the prospect says. They are always looking for reasons to be right and where the customer is wrong.
  5. Sincere Listener – They ask How, What, When, Where and Why questioners. This is the kind of listening of master sellers!

Curiosity in sales provides you a motive to deeply understand your prospect. It is the foundation of qualifying a prospect.

Take Action Advice

Be Curious. Curiosity in sales is the engine of achievement. Be curious in regards to your relationships, clients and themselves.

How To Find Tony Jalan

Are you curious regarding sales expert Tony Jalan? You needn’t look any further!

Join the Sales Babble Facebook Group

Join the other Sales Babblers here and NOW! https://www.facebook.com/groups/salesbabble/

Article on Hiring Millennials for Sales

Focus on purpose when hiring AND selling:

http://www.forbes.com/sites/robertamatuson/2015/02/06/why-you-cant-fill-sales-positions-with-millennials-and-what-you-can-do-to-change-this/#2c764f094d6f

How To Ask Sincere Questions and Listen!

Here are some previous episodes that preach the gospel of listening. Here’s your chance to LISTEN to some more Sales Babble!

 

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How To Qualify Prospects using The SORT Questions #99

SWC-Hawk-Logo-300x194How To Qualify Prospects using The SORT Questions

In this episode you will learn how to use the SORT method for qualifying prospective clients

  • Story questions
  • Obstacles questions
  • Ramification questions
  • Transformation questions

You Will Learn

  • The SORT method of asking questions
  • Concrete examples of the SORT Questions
  • Why pain is an important element in creating a desire for clients to buy now.

Episode #99 Celebration

in celebration of the upcoming centennial episode I’ve decide to add extra value for the Sales Babble listener. 

Sales Lead Qualifying Process

  1. Listen to this episode
  2. Fill out and complete the worksheet
  3. Make a phone call to a prospective lead 
  4. Qualify a lead and turn it into an “opportunity”  

SWC is Self Paced Sales Course

You too can learn sales today!

  • Be yourself, add value , make sales

This course teaches you …

  • How to find leads that can’t wait to  buy from you using LinkedIn, Facebook and Twitter
  • How to quickly discover if a lead is qualified with 4 simple questions
  • How to give a non-pushy presentation where buyers CLOSE themselves
  • Howto connect with prospects in a way that builds trust, credibility and loyal clients
  • How to grow your confidence in sales, yet be yourself

You will get:

  • Video, Audio, Checklists, Handouts and Worksheets that hold your hand
  • Work at your own pace, focus on what’s most important to you
  • Lifetime subscription to all material
  • Private Facebook group

You can enroll in the course here and immediately start Selling With Confidence today.

 

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How to Sell Coaching Services with Julie Foucht #98

JulieFoucht

How to Sell Coaching Services  with Julie Foucht

In this episode  we meet business coach Julie Foucht to discuss how to sell coaching services.  Julie talks about the fear of sales and how to go from invisible to visible to winning sales. Step by step she walks us through her  coaching services sales process to qualify prospect,s pitching her services, and asking for the sale with a service mindset. This is solid practical advice. I  especially loved her fearlessness in overcoming objections and creating a passion driven money making business.  

Invisible Women Sellers

Julie believes that women are too focused on the need to be nice. She believes they take themselves out of the process, and become invisible for fear of appearing too strong.

Fear of Sales

Julie believes there is a lot of fear around the word “sale”. Gender wise men and women are described:

  • men – assertive and confident
  • woman – pushy and B*tchy

She believes that if you know beyond a shadow of depth, that your products and services are great, you will be a success on how to sell coaching services.

The slow road to small profits

Except the fact that the  more no’s you get  the more yes’s you get.  Don’t hesitate to ask for the sale (we referenced the  Connie Kadansky  episode about getting your “ASK” in gear).

Business Coaching Sales Process

This is the process describing how to sell coaching services.

  1. When meeting someone, start the service process: ask about, hopes, dreams and what’s getting in their way.
  2. Invite qualified prospects to a strategy session: probe further, share how you can address their wants and needs
  3. Ask how much do you want the product or service. Do this  on a scale of 1-10.If they choose a low number you might ask, what would it take to get to an 8.
  4. Ask if their ready to get started.
  5. Ask them what’s the name on the credit card you want to use.
  6. Provide great service and up-sell them on other products.
  7. Ask for referrals and references.

The Offer Mindset

Don’t pitch a product or sell, make an offer, consider your product or service an offer.  Let them decide if they want it, or not. This is how to close and how to sell coaching services with Julie Foucht.

Overcoming the Objection “I Don’t Have the Money”

When they say they don’t have the  money, 98% of the time it’s NOT about money, but instead some other issue.  It’s about fear, and you’ve not shown them well enough how you solve that.

Where to Contact Julie Foucht

Twitter 

LinkedIn  https://www.linkedin.com/in/coachjulz

Facebook https://www.facebook.com/coachjulz

Free eBook

Get a copy of my new eBook: “From Stress, Worry and Overwhelm to Peace, Happiness and Massive Success: The Three Keys to a Kickass Biz”  Download it Here

How to Close a Deal

Here are some other episodes you may find of interest regarding the sales CLOSE

 

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The Ultimate Sales Revolution with Steve Lishansky #77

 

Sales Consultant Steve LishanskyThe Ultimate Sales Revolution with Steve Lishansky

In this episode we meet author and sales innovator Steve Lishansky. We start the discussion with the paradox  that when we ask people what they want,  they often don’t or can’t tell us. Steve explains what’s going on!   He gives advice on  what we can do discover what they truly want and the final outcome they desire. Steve provides thought provoking, “ultimate sales revolution”  point of view and practical advice you can bring to your sales calls.

Download Episode Here!

 

What Matters in Sales is Value

People say that Sales is all about a relationship.  Steve instead believes:

  1. Sales is about the amount of value that’s created in the relationship.
  2. The more value, the greater the relationship
  3. Value lives in the mind of the other person

We ask the question: what’s the % is the first request is what’s most important?    10%

Clients are not clear 80-90% of the time.   They want people sellers to perceive what’s most important to them, but even they don’t know!

Three questions to ask and discover:

  1.   What do you really want or need, what’s most important?
  2.  What’s the most important RESULT that will give you?
  3.   What’s most valuable about that RESULT?

Steve Lishansky Biography

Founder/CEO – Institute for Sales Innovation and Optimize International

For more than 24 years, clients from leading technology, financial services, pharmaceutical, health care, and many other industries have called on Steve Lishansky as a source of deep insight into improving organizational leadership, team performance, and sales success.

He works with senior executives, top professional services providers, and technical experts to advance and accelerate their impact, performance and Steve is a Hall of Fame executive coach, compelling speaker on leading change, strategic leadership, high impact influence, and sales innovation, and the developer of top leadership, communication and sales programs.

Steve can be found at:

Free eBook

Send an email to  Steve @ OptimizeIntl.com

Sales Training, Sales Coaching, Sales Consulting

Selling With Confidence  is  the online self-paced sales course that teaches you  how to ….

  • Be Yourself
  • Add Value
  • Make Sales

Don’t be shy non-sellers!  You too can start Selling With Confidence today.

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How To Be Bold By Prequalifying Prospects Part 2 with Tom Reber #65

EXHIBITIONHow To Be Bold By Prequalifying Prospects – Part 2

This is the second of two parts where  we continue to chat with  Tom Reber a sales coach  from the  Contractor Sales Academy.  Tom   shares advice on the power of prequalifying prospects and optimizing your time with open ended but focused questions.

Qualification Sales Questions

In this episode we continued the conversation on the power of qualifying prospects to increase your sales efficiency. Commonly this is done over the phone.

    • Know your client
    • Don’t project “you” on your client.  How you buy may NOT be how our ideal client purchases products and services.
    • Money may not be an issue with your clients. If you ask them they will tell you the most important thing. If money is NOT number one, it’s really NOT number one!
    • Who is your” Ideal client” is may change over the years. This demands the seller to stay on top of the market and constantly reevaluate.
    • Create content on your site to excite your ideal client. If there is a lot for them to read, they will sell themselves.
    • The more content you put on your website, the more they will enroll themselves on your business.

Tom Reber on Social Media

Skype  tom.reber.9

Facebook

LinkedIn
Twitter
@MOTORstrong
@StrongPodcast

The Contractor Pain and Pleasure Cheat Sheet

To get a copy of the prequalification questions  in the Contractor Pain and Pleasure Cheat Sheet send and email to  tom @ motorhard.com

Biography Tom Reber

Tom Reber is a contractor at heart. Having built a million dollar company in just
three years, completing more than 3000 projects and being awarded many industry
awards, he knows how to deliver an elite contracting experience. In 2011 he took
this skill and created MOTOR, a business coaching and personal development
company for the service industry.

MOTOR is his personal mantra and mindset he brings to all of his speaking and
coaching. It’s a mindset that keeps fighting and finds a way. It’s a willingness to
do the work others are unwilling to do and to always keep faith in your vision.

He currently works with contractors in several industries to help them create and
implement the systems needed to consistently deliver great experiences for their
clients, which lead to higher profits and more balance in life.

In 2015, he created Contractors Sales Academy. Their vision is to help contractors
begin to immediately get back their time and make more money by implementing
a few simple steps to take back control of their businesses.

Tom lives in Manitou Springs, CO with his wife and 3 adopted kids Dakota, Tiga
& Iris and can be reached by going to www.motorhard.com

How to Stop You from Stopping Your Sales

  • Are you intimidated by sales?
  • Do you dread the thought of picking up the phone?
  • Are you always finding ways to avoid  prospecting?

Or maybe you know what to do.  But you just don’t do it.

It’s as if  your biggest  barrier in sales is YOU.

How can you fix that?

This Thursday, June 25th,  I will be offering  a live online Sales Babble workshop to address this very issue. In this live online workshop you will learn 4 techniques.

  1. How to approach prospective  clients.

  2. How to create authentic conversations.

  1. How to justify  your cost and pricing.

  2. How to stay focused until the deal’s won.

At the end of this webinar you will have a solid strategy you can immediately apply the next day in your business.

Reserve your spot here

https://attendee.gotowebinar.com/register/1905737692209718786

Thursday  June 25th 2015

  • 6:00  PM GMT
  • 1:00  PM EST
  • 12:00 PM CST
  • 11:00 AM PST

Another free workshop from the Sales Babble Sales Training, Sales Coaching, Sales Consulting webinars.

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How To Be Bold By Prequalifying Prospects with Tom Reber #64

 

EXHIBITIONHow To Be Bold By Prequalifying Prospects

In this episode we meet Tom Reber a sales coach  from the  Contractor Sales Academy.  Tom   shares advice on the power of prequalifying prospects and optimizing your time with open ended but focused questions.

This is topic useful not only for contractors, but anyone who is prospecting. If  you’re trying to discern if you can help a prospect and if they can afford you, this is the episode for you

Qualification Sales Questions

This is the first of a two part episode:

  • Have your prospects answer this question: “When we’re packed up and gone how will you know you’ve hired the right contractor?” LISTEN!
  • Contract around their pain, the things that are truly important to them.
  • When prospects balk at your prices say “You say you can’t afford this price but you said hardwood floors were protected, is that no longer the case?” LISTEN!
  • Bring it back to their pain
  • Be up front with budget. ” I could give you $30K lake or $10K pond, which conversation makes the most sense?”
  • Don’t go out to people’s home unless they can truly help.
  • Create your on prequalifying script and be bold about implementing it.

Tom Reber on Social Media

Skype  tom.reber.9

Facebook

LinkedIn
Twitter
@MOTORstrong
@StrongPodcast

The Contractor Pain and Pleasure Cheat Sheet

To get a copy of the prequalification questions  in the Contractor Pain and Pleasure Cheat Sheet send and email to  tom @ motorhard.com

Biography Tom Reber

Tom Reber is a contractor at heart. Having built a million dollar company in just
three years, completing more than 3000 projects and being awarded many industry
awards, he knows how to deliver an elite contracting experience. In 2011 he took
this skill and created MOTOR, a business coaching and personal development
company for the service industry.

MOTOR is his personal mantra and mindset he brings to all of his speaking and
coaching. It’s a mindset that keeps fighting and finds a way. It’s a willingness to
do the work others are unwilling to do and to always keep faith in your vision.

He currently works with contractors in several industries to help them create and
implement the systems needed to consistently deliver great experiences for their
clients, which lead to higher profits and more balance in life.

In 2015, he created Contractors Sales Academy. Their vision is to help contractors
begin to immediately get back their time and make more money by implementing
a few simple steps to take back control of their businesses.

Tom lives in Manitou Springs, CO with his wife and 3 adopted kids Dakota, Tiga
& Iris and can be reached by going to www.motorhard.com

Sales Training, Sales Coaching, Sales Consulting

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for you to

  • Be Yourself
  • Add Value
  • Make Sales

Don’t be shy. You too can start Selling With Confidence today!

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