Engaging the perfect prospect right at the beginning of the sales process is one of the most fundamentally overlooked elements of a successful sales process which concludes in an order.
I see too many new business development efforts, lead generation research and sales forecasts fall part because of poor initial sales qualification. This means 4 key things:
- Long sales cycles
- Wasted time
- Depressed conversion rates – find out why here Anyone Seen My Buyer?
- Crumbling sales forecasts – discover more about Creating an Accurate Sales Forecast
None of which are good if you’re looking for predictable sales results
Engaging the Perfect Prospect – Prospect Qualification is Key
To get some insight into why – check out Why Sales BANT is Not Enough and understand what good, ongoing, results orientated sales qualification looks like.
Because here’s the truth, when you get to the point of closing a well qualified prospect, it’s easy. The whole process is easy.
Selling to Your Prospect Shouldn’t Be Hard Work…
And if it is you really need to ask yourself why that is.
Now this may seem controversial, and maybe it applies to some business sectors more than others, but as someone who has been a sales person (and still is) and someone who has managed/coached/trained/developed thousands of sales people, then I believe that it’s not your job, or best use of your time to convert every single prospect you interact with.
Let me give you an example.
You’ve done your research, identified the key decision maker, understood their business, challenges, issues, pain and the implications of those.
Not wanting to be unprofessional, you’ve assessed the value they could derive from speaking with you.
You’ve dug around and feel there is key leverage there, definitely enough to warrant a good conversation.
In a nutshell, you’ve done your due diligence and now your ready to start engaging the ‘perfect prospect’ for your product…you know what value you bring to the table and are keen to understand the perfect prospect in more detail so see if the fit is as good as you think.
The Perfect Prospect is….Anything But Perfect.
In fact, your perfect prospect is closed minded, obstructive, blind to evidence, deaf to logic and totally head in the sand.
Now, you could say that’s his choice. And, you’d be right.
But in the paraphrased words of West Wing president Jed Barlett…
Let Him Stand There in his Wrongness and be Wrong!
Because…You are not the idiot converter!
And, let’s face it, that degree of resistance is futile to fight against. You’d likely kill your spirit in trying.
Avoid the world of pain associated with trying to convert the closed minded, those lacking vision, those without curiosity and those nursing an ego that will serve them as them as only egos can!
Because, your chances of getting a sales are dramatically reduced from the start, and the effort is rarely worth it.
Great prospects aren’t tough to do business with. They aren’t a walk in the park. But it won’t be a fight, or a battle of wills, a fight between egos.
Your perfect prospect doesn’t want to make your life a nightmare.
A perfect prospect wants to work with you. Engaging the perfect prospect might be challenging but it will always be productive.
There will be advancement during the conversations. Engaging the perfect prospect means will ask their tough questions, but they’ll also answer your tough questions.
There will be huge value in your discussions.
Mutual respect, and a win for both sides…
I Hereby Give You Permission
To walk away, no, to RUN away from the prospects who don’t see your value.
Invest in those prospects who value you, who value what you bring to the table.
Work with your perfect prospect and only your perfect prospect…because that’s where the rewards are. That’s where you’ll get a more than ample ROI on your sales efforts. You’ll save your time, your sanity and maybe your career.
Next Time You Think About Engaging with the Non Perfect Prospect….
Think about this. We all live in a Darwinian ecosystem. Just as spikes are a plant’s defense mechanism, then maybe a closed mind, ego and poor listening skills act in just the same way…
Wither way, you’re worth more!
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If you’re looking for helping in finding and engaging the perfect prospect for your business then we have a range of training solutions to suit you, call for a chat 0779 002 1885