Today we are going to look at how you can know if your buyer is serious or not. Master this and you stop wasting time on prospects who aren’t going to buy and you can spend more time with those who are.
We are also going to be looking at the concept of commitment plus I am going to share with you the most important question you could ever ask yourself.
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Is your Prospect a Buyer?
We’ve all been there. The customer is saying all the right things, but we don’t seem to be able to get the deal to move. We work our backsides off for days, weeks and even months but then we get the dreaded email, sorry we’ve decided not to move forward.
So let’s look at a technique to break down how you can know if your buyer is serious or not. Master this and you stop wasting time on prospects who aren’t going to buy and you can spend more time with those who are. Actually, the technique is quite simple – Ask your prospect or buyer to do things…
Don’t just be their best friend and do everything for them, you need to ask them to do things. Every time they ask you to do something you ask for something in return. Like “Hey could you send me some marketing collateral?” – you say “Sure but can you tell me who else is in the buying process and how can I get them the information as well.”
Or
“Can you send me a price list” you say “Sure, I’d like you to do a discovery call first, because if I don’t know what you need and your finance capability there is little point having a price list.” You must get them to do stuff. The more you ask them to do things and the more willing they are to do it – the higher the probability is that they are a real buyer.
Yes, I know in the beginning you can’t ask for too much, after all they may be just testing the water or trying to see the value, but as you move down the sales cycle – as you get further into the sale you should be able to ask them to do more. You should be able to ask them to give you stuff and to do stuff and if they don’t do it or won’t do it that should provide you with a huge red flag. It’s that simple.
For information on this technique – Download the Podcast Transcript by CLICKING HERE
I Am Good
Problem: Despite years of experience, attendance at numerous training programs, and coaching from sales managers, many salespeople still fail to elevate their performance above mediocre levels.
Analysis: Numerous factors can influence performance, but the most overlooked is attitude – how we feel about ourselves.
Unfortunately, our attitude about ourselves, our self-image (self-confidence or self-perception) is influenced by our performance in our daily activities. And because our successes are frequently offset by disappointments, our self-image can seem like a roller coaster. This can cause an up and down performance in our roles, as you might imagine. You say to yourself, “Can I do it?” Some days the answer is “yes” and some days it’s “no.” The key is to get your self-image raised to the point where the victories vastly outnumber the defeats.
Solution: Think of any activity that you perform that you’re good at. It can be a sport, public speaking, cooking, organizing or anything. What is it that makes you so good at it? Is it your training, the tools you use or the experience you’ve accumulated doing it? It could be these things, in varying degrees, but something else as well. Your attitude, your approach, the sense of confidence and purpose, the commitment you bring to the activity is what people observe when they say you are “good at it.”