Prospecting & Qualifying

When you conduct an interview, you expect to ask questions and listen to answers. That’s precisely what you should be doing in your sales calls. Sandler questioning techniques are the key to uncovering the prospect’s pain, getting a budget commitment, and establishing the decision making process. You’ve got to be willing to “interview” your prospect, and let him/her do most of the talking. 

Nobody cares about your products or services... and neither should you. Sure, your company’s advertising focuses on your products and services—their unique advantages and benefits. And, your marketing department has gone to great lengths and expense to produce extensive marketing brochures and spec sheets that further elaborate on the unique aspects of your products and services. Nobody cares.

Have you ever given a presentation to a prospect who seemed ready to buy … but found that, for some mysterious reason, the opportunity went nowhere once your presentation was complete? Why did the sale feel further away at the end of your presentation than it did at the beginning?

How much prospects are willing to pay for your product or service is a not just a function of how much they need it, but also how much value they believe they are receiving. The more value they receive, the more they are willing to pay. So, the question is not how much to charge for your product or service, but rather, how to add value. 

Have you ever reached the end of the line with a prospect—and had no idea what to do to move forward? Your strategy was sound. Your techniques were flawless. But your prospect still continually stalled the process. In those situations, when you know that you have something of value to offer based on the information you’ve gleaned from your prospect, stop being a salesperson and become a consultant.

Sometimes when making a presentation to a prospective client, you might notice signs of your audience disengaging - fidgeting, no longer paying attention, or checking their phone. Often their reactions are a result of their fight or flight response, which engages in situations where someone feels uncomfortable, confused, or overwhelmed.