Sep 15, 2018
Qualifying Leads with Donald C. Kelly | Coffee is for Closers
My friend and colleague Donald C. Kelly had a moment a while back where he was SURE that a deal was in the bag.
The prospect had a need. Donald’s company had the solution. He knew that the client had the money, and that they were more than ready to sign on the dotted line with someone.
But when his proposal went out, the “radio silence” kicked in.
What happened next? The prospect went with a bigger and more expensive service, leaving Donald in the dust.
It was a tough lesson, but a clear one.
When you’re qualifying prospects, there’s more to it than measuring them by a painstakingly detailed “Ideal Client” avatar. It even goes beyond readiness to buy and ability to invest.
It’s ALSO about going through ALL of the steps of the sales process. And not jumping the gun just because you THINK it’s a done deal.
It’s about qualifying your leads not only by determining if they are the right fit for you, but also by ensuring that THEY fully understand your value. Believe it or not, this simple step is one of the quickest ways to determine if a lead is a GO or a NO.
And oddly enough, this is a qualifying step that many of us completely overlook!
On this episode of Coffee Is For Closers,
Donald C. Kelly, host of The Sales Evangelist podcast and founder
of the TSE Hustler’s League, adds this unique and crucial piece to
the client-qualifying process.
Join us as we show you how to cover your bases, show your true value, and determine as quickly as possible if it’s time to move forward...or save the full-court press for another day.
****
“Theoretically, we all know what
to do in sales conversations,” says Donald. “It’s in the
implementation that we fall short.”
How
can you start using this often overlooked but hugely effective
qualification step and help you zero in on ideal clients with
laser-sharp efficiency? But putting together a simple sales process
that shows your value as well as connects with your client’s
needs!
Get
my new checklist here to
help you show them what YOU stand for and understand what THEY are
looking for. And help guide you to the prospects who need JUST what
you have.
***
Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!
To share your thoughts:
To help the show out:
Connect with The Pitch Queen & Join the others in the Royal Family:
Website: http://www.thepitchqueen.com
Instagram: https://www.instagram.com/thepitchqueen/
Facebook: https://www.facebook.com/thepitchqueen/
Twitter: https://twitter.com/thepitchqueen
LinkedIn: https://www.linkedin.com/in/michelleweinstein/
****
“Theoretically, we all know what
to do in sales conversations,” says Donald. “It’s in the
implementation that we fall short.”
How
can you start using this often overlooked but hugely effective
qualification step and help you zero in on ideal clients with
laser-sharp efficiency? But putting together a simple sales process
that shows your value as well as connects with your client’s
needs!
Get
my new checklist here to
help you show them what YOU stand for and understand what THEY are
looking for. And help guide you to the prospects who need JUST what
you have.
Here’s to brewing YOUR Sales Success!
Music produced by Deejay-O www.iamdeejayo.com