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THincBOX, LLC | Lancaster, PA
 

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Qualifying

Troy Elmore, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with the competition and selling a crowded marketplace. Get the best practices collected from around the world.

Listen Time: 21 Minutes

While so much press and emphasis seems to always surround large corporations, nothing would exist if it weren’t for entrepreneurs. After all, all of those ‘big’ companies had to start with an idea, someone to believe in it and then make it happen. The mind of an entrepreneur is an amazing thing. The speed, depth, and creativity at which their brain processes things are fun to watch.

It was a rather significant transition when I left the corporate world behind to start a business. The behaviors are different, the mindset is different and it really challenged me in ways I never could have predicted. However, the one thing that has really stood out that has taken some time to get used to, is always being ‘on your game’.

At Sandler Training, we believe in not solely talking about features and benefits during your sales call, but rather focusing on the prospect’s needs. However, there is a time for presenting, once you have qualified the opportunity. Once a prospect is fully qualified in Pain, Budget, and Decision, then it is time for you to make the presentation, and you want to make that presentation as persuasive as possible.

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

Does this sound familiar to you? Prospect A says, "This looks very good. I think there's an excellent chance we'll do business." The salesperson thinks, "I've got one." Prospect B comments, "Your price is higher than we expected." The salesperson thinks, "I'll have to cut the price to close the deal." Prospect C reveals, "We were hoping for a shorter delivery time." The salesperson thinks, "I'll have to push this through as a rush order to get the sale."e