Qualifying and Questioning the Red Flags

Here we go again!!

One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Flags prospects give during the initial call.

In their haste or desperation to "generate a lead" or to "fill their pipeline," most sales reps hope that the possible objection they just heard will miraculously go away once the prospect sees their information or product or service, etc.

But you all know from experience -- it never does. In fact, the law for calling leads back is that "They never get better." What appears to be an objection or show-stopper always is.

My Ex-colleague asked me this week about a prospect who wasn't calling him back, only to find out the prospect was leaving the company. He wrote me and said, "I guess intuitively I knew he wasn't the right guy to make the decision anyway."

And I'll bet he knew this because he heard (but didn't question) the Red Flags that came up during the qualification call.

What to do? Do what the top 20% do -- as soon as you hear something that triggers your intuition or that gives you that sick feeling in your gut, stop and ask the tough questions!

Examples:

If someone says that they usually buy from XYZ, but would like to see your information, ask:

"Why would you switch vendors?"

Or

"How many other companies have you looked at in the last six months?"

And then: "And how many did you go with?"

If someone says that they will pass it on to "My Boss or Mr. XYZ", say:

"Thanks. So that I make sure I'm not wasting his/her time it's best that I speak with her for just a few minutes. Can you please tell Mr. XYZ that (your name) is holding please?" (If you're then told they are not available, make sure and get their direct line or the person's extension and keep calling until he/she picks up).

If someone says that they'd be glad to look it over, ask:

"Great, after you do, if you think that it can help you (or your business, etc.), when would you move on it? Is there a specific time-frame?"

And so on.

The bottom line is that if you want to close like the Top 20% then you have to start questioning the Red Flags.

Remember: It's better to disqualify the non buyers early then to spend your time and energy chasing and pitching people who are never going to buy.

Plus it means that you have more time to find real buyers.

So this week, write up questions to the Red Flags you currently get and begin using them!

You'll feel so much stronger as a closer, and you'll begin making more money. Trust me, it's a win/win.

Let's get some sales, eh?? [:)]

Cheers,
Muzammil Ahmed

Basic Steps to Consider When Writing Any Proposal

In a complex sales cycle or process, Whether you are responding to a formal request for proposal (an RFP) or have been asked informally to submit a one-page bid, be sure to follow these basic steps in preparing your material.

Step 1: Get organized! If you are responding to an RFP, follow the instructions to the letter. Many RFPs will include a list of required items, so use this in preparing your proposal and keeping track of what to submit. If there is no RFP, make your own outline of materials, from the introduction all the way to rate or cost pages.

Step 2: If the RFP itself is disorganized (and this can certainly happen), be very careful to identify all the requirements it mentions, and then find a way to structure your proposal to meet those requirements. Sometimes it's necessary to check with the RFP source to make sure you understand what they are looking for.

Step 3: Set up a schedule, based on the due date for the proposal. In some cases, a late entry can mean exclusion from bidding, so this is critical. Work backward from the due date, identifying critical points in the process, from initial drafts and completions of questionnaires to sign-offs by senior executives, printing, binding and distributing. Be sure to leave in plenty of time for mistakes and the unexpected problem.

Step 4: Set up a team. Identify everyone with a role to play in putting your proposal together, whether these are sales people, underwriters, product developers, designers, or printers. If possible, hold a brief meeting to identify who is responsible for what, and give them internal deadlines to meet. Stay in touch with team members to make sure they are on time with their contributions.

Step 5: Begin your proposal with a very clear statement of your offer, and why it best meets your prospect's needs. Be specific. If you've provided services for many years, mention this. If the two of you have done a joint project in the past, refer to it as an example of how well you know the prospect and how well you work together. Mention the account manager or other personnel who will be providing client services.

Step 6: The following sections should be part of your proposal:

* A brief cover letter signed by the appropriate manager or officer.

* A single "Key points" page that outlines the five or six most important points in your proposal.

* A Q&A format can be useful in building your case.

* A detailed description of the product, especially its benefits to the prospect. Avoid comparing your product directly to your competition's work, but show how it beats the competition.

* How you will be able to deliver the product on time

* Pricing, timing and method of payments

Of course, if you are responding to an RFP, follow its directions for content.

Step 7: Always proof read your writing. Have a colleague lined up who can review the content for accuracy and clarity.

If you've done your planning, allowed plenty of time for meeting deadlines, and know your prospect and your product well, your proposal should be a very useful tool in closing the deal.

Best of luck!!