Prospecting & Qualifying

Albert Einstein's definition of insanity was, "doing the same thing over and over and expecting different results." That's also the literal meaning of Sandler Rule #9, "every unsuccessful prospecting call earns compound interest." In sales, we take for granted that we will fail more often than we succeed. So on the surface David Sandler's rule about unsuccessful prospecting should give us hope that the more times we fail the closer we get to a sale. As Sandler-trained salespeople will tell you, hope is a terrible thing

If you're like most salespeople, you don't know how to network effectively. Usually you'll wing it, improvise, or spend time with colleagues or clients you know really well instead of engaging prospects. When I ask, "why you don't approach prospects at networking events?", I'd get a lot of "I don't knows." What you don't know, or don't even realize, is your problem is mom. Specifically in influence the messages mom drilled into your head in your first six years like

Last time we discussed the tension of wanting to rescue a prospect sales process. Now let's look at the situation between the buyer and seller as objectively as possible:

How do you convince someone to buy your product or service? Think about how you buy a product or service. Even the richest people in the world with "money to burn" do not buy for the sake of buying. Yes they can buy whenever or whatever they choose, however there is a reason that they buy. People love to buy, they just don't like to be sold.

Make sure your customers know when you put forth extra effort. Sandler Trainer Randy Hnatko explains Sandler Rule #32.

Make a mutual decision with your prospect. Sandler trainer Danny Wood discusses Rule #16: Never ask for the order, make your prospect give up.

Let's admit it. No salesperson likes making cold calls. Prospecting is perhaps the most stressful and anxiety ridden aspect to sales. 

I was sitting in a coffee shop reading a book in early November when I overheard two salespeople talking about the current state of their business. One was explaining to the other that he looked forward to this time of year because all his customers were out of money and all of his prospects were going to wait until next year to purchase.

Why should we buy from you? What makes you different than my current _______? Why should I invite you in to see me? We are already doing business with you so why should we look at this new product /service? Sound familiar? A bit tired of hearing this? Get used to it. This is simply what customers and prospects say to sales people. And we can't fault the prospect/ customer for asking the question. They don't have time to waste, and they need a good reason to spend time with salespeople who know how to sell value-whether through a meeting or to view a new product or service

"How and when you discuss money during your sales process has a greater impact on selling success than your price"