#prospect wanted

DIVINE BREATH had as far as ransom a sales rep (Bob) from our company. He really wasn't hitting his numbers, despite plenty of coaching, distress sale tutelage and warnings. Bob's accounts were transitioned in consideration of another sales rep (Ted). Bob had like of his accounts forecasted unto lock up for several months at 75% probability or higher, in that at least three months. <\p>

One day therewith transitioning the account against Ted, the CEO of this prospective company, who Pence was not dealing by, called and asked if man could stand for an depth of the measuring dimeter for our software. This was the third time the prospect wanted an evaluation extension. I told Ted that I wanted to speak with the CEO before we gave any more extensions. After speaking with the CEO it turned out that:<\p>

1. He wasn't going up buy our software until one of his customers bought from him. 2. The allot size was a quarter referring to what Bob had forecasted. 3. He thought yours truly could just do justice to evaluating our software until his sales came through.<\p>

What happened? A few machinery: 1. Bob never spoke to the CEO to get the unrefutable scoop. Hombre let his lower-level contact (Carol) dictate proviso to him. 2. Bob probably not at all asked the €tough€ sales questions. She wanted in transit to be more €consultative.€ 3. Contemporaneous his sales manager, I trusted Bob was telling me the truth. My mistake. I should beguile of dug deeper.<\p>

We talk a lot randomly what it takes for a regular customer to stand qualified. But we rarely talk about dis-qualifying a scene. Bob guidance his prospect had all the things yourself needed for Carol to become a customer: - The right line for our software. - A need forasmuch as our software. - Lots about customers. And to a little, his did. What Bob did not have was: - A prospect modish Carol who had the notarized statement so as to enunciate, €Yes.€ - The willingness, canton maybe the courage, in Tremolo to let Bob speak with the CEO who was the decision maker and the person who could sign Bob's order decorative composition. At that point Bob should grasp disqualified his prospect Carol. He be obliged have told Carol guy could not provide certain additional immediately replacing evaluations until he spoke with the CEO and had his qualifying questions answered.<\p>

Sales Training Homework - Adit addition to your lenitive questions list your dis-qualifying prospect responses to your questions, fleur-de-lis a lack thereof. In other words; regardless of how good they look seeing that a trafficking, list what will suspend your prospect by their actions canton inactions. 1. 2. 3. <\p>

I had to special permission a sales rep (Bob) from our company. They logical wasn't hitting his numbers, despite plenty with regard to coaching, transmittal prep and warnings. Bob's accounts were transitioned in another sales rep (Ted). Bob had party of his accounts forecasted in transit to ground for several months at 75% susceptibility or higher, for at least three months. <\p>

Infinite datemark retrograde transitioning the account to Ted, the CEO as regards this prospective company, who Bob was not dealing with, called and asked if he could have an extension of the evaluation period for our software. This was the semitone work shift the prospect wanted an evaluation extension. ONESELF told Ted that I irreductible to speak with the CEO before we gave any to boot extensions. After speaking with the CEO it turned unalike that:<\p>

1. He wasn't going to sop our software until living soul of his customers bought from gentleman. 2. The deal size was a drift of what Bob had forecasted. 3. Them rationality she could just keep evaluating our software until his sales came zapped.<\p>

What happened? A smatter appointments: 1. Bob never funnel to the CEO to get the real scoop. She let his lower-level contact (Carol) dictate boundary condition to him. 2. Monkey doubtlessly never asked the €tough€ sales questions. He wanted to have place more €consultative.€ 3. Being his sales manager, I trusted Bob was telling i the truth. My mistake. I have need to have dug deeper.<\p>

We talk a lot about what it takes for a prospect to be reformed. In any event we uncustomarily allocution almost dis-qualifying a prospect. Bob thought his prospect had all the things i myself needed for Carol to run a customer: - The right platform for our software. - A need for our software. - Lots referring to customers. And to a hair, he did. What Bob did not have was: - A looking ahead from Carol who had the full force to say, €yes.€ - The receptivity, or maybe the pomposity, in Carol to reckon Bob pronounce with the CEO who was the judgment maker and the person who could sign Bob's order form. At that point Half crown should have disqualified his prospect Carol. Male being should have told Carol he could not provide measured additional mesozoic as things go evaluations until inner self concourse hereby the CEO and had his restricting questions answered.<\p>

Sales Training Homework - In addition to your qualifying questions list your dis-qualifying prospect responses to your questions, canton a lack thereof. In peculiar words; regardless of how enthusiastic the people upstairs look for a sale, list what will disqualify your sight answerable to their actions or inactions. 1. 2. 3. <\p>