THE ART OF NOT

WASTING

PEOPLES TIME

CLOSE 80% MORE DEALS

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If you are just starting out with selling your products or services, you’ll soon realize that there is nothing worse than going through a sales call, pitching your products and services, and hearing the same ol’ response from your prospect: “Oh, I can’t afford that right now.” or “I need to think about it”.
If you are just starting out with selling your products or services, you’ll soon realize that there is nothing worse than going through a sales call, pitching your products and services, and hearing the same ol’ response from your prospect: “Oh, I can’t afford that right now.” or “I need to think about it”.

I have been in the industry for the last 20 years and I hear that from many of my students as their main problem - prospects just don’t buy from them.

I wanted to dive into this topic and explain how you can avoid all this and just not waste time talking to prospects that will never buy from you and most importantly attract those dream clients that will.

Specifically how you can - not waste your and
your prospect’s time and close 80% more deals.
Specifically how you can - not waste your and your prospect’s time and close 80% more deals.

Not waste your and your prospect’s time

 

Not waste your and

your prospect’s time

This will be a long post, so if you want, just skip to the end where I tell you the secrets. But trust me, you’re gonna want to read the whole thing to really understand where I’m coming from.

The first thing you need to understand about objections that come up in a sales call, is that there are specific techniques that you can use to tackle them. The goal is to change prospects' mind to the point where they realize that your service is what they were looking for, as a solution to their particular problem.

Of course, this takes practice and it only applies to prospects who are actually qualified to work with you. This “qualification” essentially means that you will know with a great degree of certainty, that your offer can deliver your potential client, the results they’re looking for. When you start thinking this way, a sale becomes a win-win situation, rather than you trying to convince someone to buy from you.

Let me repeat this again - it is super important. When you are SURE that the prospect can benefit from your services (or a product), only then should you continue talking to the prospect and offer your services

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But coming back to the main subject of this post, what I’m tryingto say is that the problem is not that your prospect has objections during a sales call. Like I said, there are specific ways you can handle objections when they come up - those techniques isn’t what we are talking about right now.

The issue that most people don’t realize is that many of these objections have nothing to do with your product or service! In fact it is that the fit for your service is simply not there at all, and the prospect realized it before you did.

But coming back to the main subject of this post, what I’m tryingto say is that the problem is not that your prospect has objections during a sales call. Like I said, there are specific ways you can handle objections when they come up - those techniques isn’t what we are talking about right now.

The issue that most people don’t realize is that many of these objections have nothing to do with your product or service! In fact it is that the fit for your service is simply not there at all, and the prospect realized it before you did.

What happens is that you start feeling defeated - 10, 20 discovery calls, only to hear the same excuses from your prospects overand over again. This leads to frustration, and doubts that your service is even the right thing for your audience. In some cases, people even give up, thinking that business is just too complicated to figure it out!

 

If you are a leader in

the conversation, the sale will

naturally happen

If you are a leader in the conversation, the sale will naturally happen

Especially if you’re just starting out, as a coach or a consultant, and you’re learning as you go, you might be just setting yourself up for failure, if you are thinking that everyone you are talking to is your perfect client.

Wait, what?

Let me say it again: MOST prospects you are talking to, are simply not qualified to work with you! Of course unless you are using “filtering” before you let them book an appointment with you. That is a whole different story and is a super powerful technique within the sales process.

With that said, how do you actually know if a prospect is qualified to work with you or not; and most importantly - how NOT to waste your time with people that won’t buy from you? You can also think of it as wasting THEIR TIME - won’t you agree that if they are not a right fit for your talking to them will waste their time as well as yours?

First DO NOT skip a very important step in sales: the qualification process. You can’t go from prospecting customers to directly trying to close them over a call.

If you present your offer without knowing that they’re qualified to work with you >> that can lead to nightmare clients.

If you have one set price for your offer >> you’ll probably hear that a lot of your prospects can’t afford your services. Asking them what their budget was is a simple way to avoid this! That one question, alone, can open up the possibility of selling them a smaller package now, and upselling them to a bigger premium service, down the road.

So what I’m trying to say is that qualification is essential not only to find out if that client is indeed someone you want to work with; but also to be ready to downsell or upsell them if they are qualified but do not fit all the criteria perfectly, right at this moment.

The qualification process allows you to find out if the potential customer has the resources to pay you, if your services are actually a good fit for their needs, if they’re ready to pull the trigger, etc.

“Ok Alex, I got it! But now how do I qualify the prospect so that I don’t keep wasting my time anymore with people who won’t buy from me?”

The qualification process is so simple that actually sounds silly…. But at the same time can easily be looked over or done wrong.

There are 2 ways you can go about it:

#1) Implement the qualification phase in your funnel (everything that happens before your prospectschedules a call with you - it is that filtering that I was talking about earlier)

And/Or:

#2) Ask strategic questions during the call, to qualify the prospect before you continue pitching them. Basically to help you make a decision of how to proceed with the rest of the sales conversation - disqualify them, continue with the pitch, offer downsell or offer upsell.

 

Quick additional point. I always say that, before asking personal questions, such as anything that has to do with money or specifics about their business; “YOU GOTTA BUY THEM DINNER FIRST!”

You don’t ACTUALLY buy them dinner, … but what that means is that you should first get them to trust you before jumping in to asking the qualification questions.

So after building rapport with them in the beginning of the call, you can then jump to the qualification phase of asking strategic questions.

I am going to be making a new post about that next, so stay tuned.

“Ok Alex, I got it! But now how do I qualify the prospect so that I don’t keep wasting my time anymore with people who won’t buy from me?”

The qualification process is so simple that actually sounds silly…. But at the same time can easily be looked over or done wrong.

There are 2 ways you can go about it:

#1) Implement the qualification phase in your funnel (everything that happens before your prospectschedules a call with you - it is that filtering that I was talking about earlier)

And/Or:

#2) Ask strategic questions during the call, to qualify the prospect before you continue pitching them. Basically to help you make a decision of how to proceed with the rest of the sales conversation - disqualify them, continue with the pitch, offer downsell or offer upsell.

Quick additional point. I always say that, before asking personal questions, such as anything that has to do with money or specifics about their business; “YOU GOTTA BUY THEM DINNER FIRST!”

You don’t ACTUALLY buy them dinner, … but what that means is that you should first get them to trust you before jumping in to asking the qualification questions.

So after building rapport with them in the beginning of the call, you can then jump to the qualification phase of asking strategic questions.

I am going to be making a new post about that next, so stay tuned.

 Hope this helps - Alex

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