Every business has a point of pain that keeps the CEO or Managing Director up at night. They are looking to solve that pain. You, as a sales rep, need to figure out what the point of pain is and if your solution can solve it — digging deeper while qualifying prospects will not only help you uncover that pain but determine whether your solution is the right one to solve it.
Typically, sales reps spend time asking questions to qualify each prospect. These may include delving into their prospect’s problems and needs, their position in the decision-making process, and whether they have a budget. But sometimes we only scratch the surface.
We often forget to find out the prospect’s story – their past with similar products and their focus on the future.
You need to dig deeper. Have a look at your prospect’s LinkedIn page; it will give you an idea of the journey to their current role. Why is this important? It allows you to understand whether they’ve potentially worked with your solution or a competitor’s in a previous role. This helps uncover biases for or against your solution. It will also give you an idea of whether they are looking at your solution based on the type of content they interact with.
Asking about past experiences with a similar product will help you tailor your sales presentation to their needs. Or it may signal that this prospect has no need for your solutions, i.e. they bought something similar a month ago. Also, if they purchased a product and it was a nightmare for their business, then you have the opportunity to sell your features and benefits and how you differentiate. But note, it may be a tough slog.
Now that you understand their past, you can look at what their focuses are for the future. You can ask where they see the business going, you can ask about short term future plans or you can go for the virtual close.
Ask the prospect “What do you need from us to become our customer?” and then let the prospect talk. This is to uncover the prospect’s buying intent and bring up objections early before you invest your time and resources. Keep asking probing questions until you get to the point where you have all the actions that need to happen for them to become a customer.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.