Confessions of a Sales Pro with Ian Selbie

Ep2: The 7 Deadly Sins in Selling - #2 It’s All About Qualifying, Not Closing

November 05, 2020 Season 1 Episode 2
Confessions of a Sales Pro with Ian Selbie
Ep2: The 7 Deadly Sins in Selling - #2 It’s All About Qualifying, Not Closing
Chapters
Confessions of a Sales Pro with Ian Selbie
Ep2: The 7 Deadly Sins in Selling - #2 It’s All About Qualifying, Not Closing
Nov 05, 2020 Season 1 Episode 2

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

When meeting company presidents for the first time we often hear, "our salespeople struggle with closing; can you help us?"  

After helping well over 17,000 salespeople from around the world we have found that it has never been a closing problem, but always failure to diligently qualify opportunities that causes the loss of the deal. 

One of the most overlooked elements is failing to understand the prospective client's business pain.  Not just what they need, but why they need it - the cause not the effect. Most salespeople who are so focused on trying to "close the deal”, find the harder they push, the further away the deal gets.  

20% of the salespeople in the world are making 80% of the commissions available. The other eighty percent are fighting over the crumbs. These top guns are where they are, not because of closing skills, but because they know how to qualify their opportunities and invest their time appropriately.

QUESTIONS: 

  • What percentage of new opportunities pursued last year did your sales force lose?  

  • How many of these should have been abandoned earlier in the process because they didn't qualify?  

  • How many would you have won if your sales organization were diligently qualifying?
Show Notes

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

When meeting company presidents for the first time we often hear, "our salespeople struggle with closing; can you help us?"  

After helping well over 17,000 salespeople from around the world we have found that it has never been a closing problem, but always failure to diligently qualify opportunities that causes the loss of the deal. 

One of the most overlooked elements is failing to understand the prospective client's business pain.  Not just what they need, but why they need it - the cause not the effect. Most salespeople who are so focused on trying to "close the deal”, find the harder they push, the further away the deal gets.  

20% of the salespeople in the world are making 80% of the commissions available. The other eighty percent are fighting over the crumbs. These top guns are where they are, not because of closing skills, but because they know how to qualify their opportunities and invest their time appropriately.

QUESTIONS: 

  • What percentage of new opportunities pursued last year did your sales force lose?  

  • How many of these should have been abandoned earlier in the process because they didn't qualify?  

  • How many would you have won if your sales organization were diligently qualifying?