Oct. 30, 2022

The #1 Sales mistake people make - and how to avoid it!

The #1 Sales mistake people make - and how to avoid it!

Join Joe Beck, "The Sales Activist," as he unpacks and discusses the # 1 sales MISTAKE that people make - and most importantly, how to avoid it! Joe will discuss how correcting this one mistake will help improve your sales success rate and improve...

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Season 1

Join Joe Beck, "The Sales Activist," as he unpacks and discusses the # 1 sales MISTAKE that people make - and most importantly, how to avoid it! Joe will discuss how correcting this one mistake will help improve your sales success rate and improve your results! Believe it not, it's probably NOT what you think it is! You don't want to miss this episode!

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Welcomed to the Impact Sales Podcast. I'm your host, Joe Beck,

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and we have a great episode in store for you today.

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You know, I often get asked by people what are

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the biggest challenges or mistakes that people make in selling?

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So today today we're going to unpack the number one

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mistake that people make when selling professionally. It doesn't matter

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whether you are a coach, a consultant, an entrepreneur, or

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somebody selling for somebody else's company or business. Today we're

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going to talk all about the number one mistake that

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holds people back from attaining sales success. And not only

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were we going to talk about the mistake, but we're

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going to explain how you can avoid it so it

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doesn't happen to you. I promise you, no matter who

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you are, no matter what your background is, this particular

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issue has impacted you, and we're going to make sure

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at the end of this episode that you feel fully

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equipped to make sure that it doesn't hold you back again.

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So today we're going to dive in and talk all

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about the number one mistake that sales professionals make and

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more importantly, how you can avoid it. This is Joe Beck.

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Don't go anywhere. We'll be back in just a moment. Hi,

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this is Joe Beck with the Sales Activist. Are you

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a coach, consultant or entrepreneur who's struggling to reach the

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sales adjectives you have for yourself and your business? Well,

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if you are, I'd like to help. How would you

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like to be able to triple your sales results in

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six months or less, all without spending a single penny

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on additional marketing or advertising. Well you can do just

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that and more with the ISM System. After thirty four

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plus years of sales success in large companies, small companies,

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and working with entrepreneurs, I created a proprietary sales system

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that can create massive sales momentum in your business. To

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get the details, just text the words sales to the

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number four oh nine five oh nine seven three five five.

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That's sales to four oh nine five oh nine seven

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three five five. We can grab some time on my calendar.

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We can talk one on one about the ISM system

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and exactly what it can do to help you generate

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massive sales momentum media business. This as Joe Beeck with

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the Sales Activist. You don't have to settle for average

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sales results. I've been really excited about this episode for

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quite some time. I get asked a lot of questions

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about sales week in and week out. People ask me

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questions particularly about sales, professional selling, selling problems, you know,

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just anything in the in the general arena of sales,

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and this one particular question always seems to come up.

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And ironically, it's also one of the biggest challenges, if

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not the biggest mistake that people make. And this is

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one of the things that I think people kind of

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don't think about too much because they get so caught

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up in so many other areas of selling. But there's

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actually one general, specific thing mistake that everybody universally makes.

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And it doesn't matter whether you are a coach, a consultant,

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an entrepreneur, whether you sell for somebody else's business, doesn't

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matter about what you're selling, doesn't matter what industry you're in.

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It just doesn't matter. This is a universal issue and

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it's something that every single person out there has done

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at some point or another. Okay, you know, and it

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comes back to just understanding. You know, there are certain

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things that work really, really well when selling, and there

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are other things that don't work really well, and all

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of that takes a back seat to this one particular issue,

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and it's because it is the starting point or ending

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point to sometimes your sales interaction. It is literally the

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beginning or the end, meaning you could be right at

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the beginning and it could be going really really well,

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or you could crash and burn because you're starting off

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on the completely wrong foot. And that particular topic, the

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number one mistake that people make is what I call

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selling to suspects, selling to people that aren't your ideal

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prospect or your ideal target audience. Some people have called

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it selling to people that just aren't ever going to

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buy or aren't interested in what you do. But at

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the end of the day, it comes down to one thing.

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It's selling to a suspect, somebody who is not really

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a legitimate prospect for what it is that you do

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or offer. And it's a huge mistake that anybody can make.

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Everybody makes it at some point or another. You know,

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we're all human beings. We're all excited, we're all anxious,

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we're all thrilled to be engaging somebody sometimes in a

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sales interaction, and we are hopeful. Sometimes we hope ourselves

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into thinking somebody is a legitimate prospect, but they really aren't.

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Many times they're just what we call suspects. Now, it

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doesn't matter how you define it. I define suspect as

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somebody who you know, we might know a little bit

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of information about, but we don't have enough to really

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qualify them as a legitimate prospect. And I just believe,

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and it's part of my coaching methodology, my training methodology,

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that the number one thing you have to do is

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to avoid selling to suspects. Stop trying to sell something

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to somebody who isn't right for what it is that

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you do, doesn't want, desire or need what you do,

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isn't financially able to handle what it is that you do.

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Just stop doing it. Start focusing your time, your energy,

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your attention, your passion on talking to people that really

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are right for what it is that you do. And

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this is such a pervasive issue that it impacts individuals dramatically,

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it impacts whole organizations sometimes. You know, I've had the

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great fortune to work with a lot of different companies,

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and if I was to sit back and I was

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to look at analyze their sales pipelines, many times those

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pipelines would be filled with just a lot of information,

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a lot of data but nothing of significant relevance, or

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not enough of significant relevance, meaning a lot of suspect

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data but not enough prospect data. And the reason why

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that's important to understand is because many times people will

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go out there chasing the wrong type people, the wrong prospects,

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the wrong not even prospects at that point, suspects, and

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they spend a lot of time and energy doing it.

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It creates frustration, it creates stress, It puts an enormous

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amount of pressure on everybody involved in the process, the

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sales professional themselves, the person on the other side of

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the table, because if they're not really right for what

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it is that you do, their time's being spent. If

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you're part of a larger organization, it could be something

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that's impacting multiple people, it could impact the general momentum

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of the business. So this is really a significant problem.

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So today we want to attack this problem in a

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way that makes it very, very straightforward. Now, I don't

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want to get caught up in the definition of the words.

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I don't want to get hung up on whether you

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call something a suspect, a prospect, whatever it is. So

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I'm going to give you my definition, and then we're

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going to kind of work from there, and you could

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take it for what it is and use it. So

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I define a suspect somebody who is a potential prospect

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as somebody that we have some bit of information about.

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Maybe we know a name, a company name, a website,

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an email, maybe we have a sense of they're in

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the industry that we target or work with. Generally, we

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have some basic, minimal information. That's what I call a suspect.

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Now that suspect may or may not be your ideal prospect,

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but we don't know enough yet to know if they are.

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We either haven't qualified them yet or we haven't spent

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enough time with them to even know if they have

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the ability or the qualification to be able to work

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with us, you know. And that could take the shape

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of a lot of different things. So today, in this episode,

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we're going to drill down on specifically what those things are,

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and we're going to talk, you know, a lot about

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the importance of only selling to people that make up

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the prospect pool and not the suspect pool. Now I'm

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not saying we ignore the suspects. We continue to work

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with them, and cultivate them, get to know them better,

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get more information about who they are, what they do,

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what they're about, what they're trying to accomplish. We try

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to qualify them as a prospect, and that's going to

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be what we're going to do, but we don't in

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any way try to sell those people. Now, this is

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a really important point to understand. Your likelihood for success

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goes down dramatically when you're selling to somebody who is

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only a suspect. You know, that kind of makes a

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lot of sense. But as human beings, we all have

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our own little quirks and feelings about things. But one

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of the things that's really a challenge in regards to

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selling is people's emotional state, their motivation, their confidence, their

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mindset plays a role in everything, and when things aren't

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going well, people start to wish themselves into things that

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just aren't there. They look at a suspect and some

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basic information and they want to be confident and positive

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and upbeat about what's going on, and they almost talk

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themselves into believing that that person is a legitimate prospect,

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is somebody who they could work with. Now, maybe they are,

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and maybe they aren't. We don't know. Yet. But it's

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very common for people to do that, and it doesn't

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matter whether you are working for yourself, whether you're working

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part of an organization. People will themselves into things all

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the time for a variety of different reasons. Maybe you

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just need to do it. It's something that deep down

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you feel you need to do it. Maybe you feel

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you need to do it because you're part of a

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sales organization and you feel pressure. You're looking around at

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the other people and you see people getting things done

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and you're kind of falling behind, and maybe that's part

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of your motivation. But like the old saying, goes, hope

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is not a strategy. You can hope all day long

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that these suspects are going to be able, willing, and

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going to work with you, but that doesn't make it so.

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So as you look at this challenge, I want you

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to recognize that everybody, not a single human being ever

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that's ever sold anything, has not been susceptible to this

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particular thing. Everybody that's ever been out there, at some

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point has looked at somebody who maybe or maybe wasn't

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really qualified and convinced themselves that they could be a

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client and tried to sell them that's just normal, right.

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The fact is, though, it's really really important that as

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sales professionals, no matter what you're selling, no matter what

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you're offering, that you don't fall victim to that yourself,

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that you focus your time and energy where it's best served,

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and that is selling to people that really are interested

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in what it is that you do or are capable

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of buying what it is that you offer. So the

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first rule is recognizing when you don't know enough to

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actually be able to say that somebody is a legitimate prospect.

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Now I use the definition of suspect and prospect if

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if they aren't a qualified prospect, which we'll get to

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in a minute. If they aren't a qualified prospect, well,

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the only other category for them is suspect. And I

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use that word for a variety of reasons. I use

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that word because I think it defines the potential of

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that person. I mean, it could it suspect. We just

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don't know yet, right, But it's a nice basic definition

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for we have some information, but we don't have enough yet.

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And this is an area that I think is really

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important to everybody who's selling professionally or selling for their

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own business to really master day in and day out,

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I have interactions with people phone calls, emails, text messages

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where they struggle with particular sales interactions. They aren't generating

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momentum or enough success inside their business. And one of

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the number one things that always is, you know, the

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issue that surrounds that, or one of the things that

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really comes from that is because they're talking to the

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wrong people, or they're selling to people that aren't really qualified.

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So we want to kind of define what that looks like,

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and most importantly, we want to set aside some basic

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ground woles for you. Now, obviously this is a podcast,

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we're sharing information. You could do whatever you want to do,

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but the fact is, your likelihood for success drops dramatically

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if you try selling to people that are just suspects.

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Maybe you'll have some luck. Maybe every once in a

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while you'll be able to win somebody over and close

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some business and work with them, but the likelihood of

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that business sticking with you long term is not great.

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And I'll tell you it's an uphill battle to win

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it in the first place. So let's talk about what

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the definitions are. Let's dig into what the definitions are,

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so you guys understand The difference between suspect and prospect.

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A suspect is when we have some really good basic

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information about somebody a name, an email, a company name, industry.

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Maybe we have a little bit of data. We know

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kind of where they are, maybe we know they're looking

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at something, maybe we know their company is researching something,

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but we don't have a lot of detail about the

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who and the how and the why all that stuff.

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Yet we have some basic data, Well, that person is

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a suspect. Now, how they become a prospect, how they

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become somebody that we can legitimately call qualified, is by

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going through a simple checklist of different things that we

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need to verify that that person has. And we're going

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to go through those things today, and we want to

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make sure that you know you take some good notes

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to this. Go back and listen to this episode again.

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I highly recommend if you haven't already subscribed to the podcast,

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catch each episode. There's there's a lot of great actionable

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content in each one of these episodes, but this is

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one you're going to want to go back to because

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I would tell you if there's one thing that I noticed,

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even with seasoned sales professionals, even with people who have

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sold for a long time or have attained some really

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really great success in selling. Every once in a while

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they slip up. Every once in a while they go

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back and they revert to something like this. They're calling

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on the wrong people. They're trying to close people that

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aren't really prospects. They're playing in the suspect pool. Now,

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there's nothing wrong with playing in the suspect pool, but

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the only thing that you should be doing in there

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is positioning and qualifying. You aren't there to sell, because

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that's not the best use of your time with those people.

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You're there to get to know them better, to qualify them,

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to position things for the future. But trying to sell

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somebody with limited information is usually a very challenging thing.

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So what are these qualifications? What does it take to

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really call somebody a qualified prospect? Okay, now here's the

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list that I use, and everybody has their own take

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on these, and it might be something that some people

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may disagree with, may have a different few, maybe more,

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maybe less. But this is a short list of things

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that I believe that are critical to determine whether somebody

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is a prospect. It's six simple checklist items that you

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can use to verify that they're a legitimate prospect and

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that you can use to check your own sanity on

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it in the process. So here we go. Number one

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the top of the list. You need to identify who

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the decision maker is. Now that could be a single

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decision maker, that could be a multiple decision maker process

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where there's multiple people who weigh on it. But you

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need to number one, define who the decision maker is.

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And ideally, not only who the decision maker is, but

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what their decision making process typically looks like. Now, this

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is one that upends a lot of people because they

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learn about the company, they learn about all there's great information,

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but then they don't get to the right decision maker.

283
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They're talking to somebody who can't make the decision, doesn't

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have the authority to make it, or isn't willing to

285
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make it and passes you on to somebody else. But ultimately,

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to really consider somebody qualified, you know, as far as

287
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somebody you're talking to, you better make sure you're talking

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to a decision maker, somebody who has the authority and

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the ability to actually make the decision, whether that's a

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single person or whether it's multiple people. And in an

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ideal world, you'd like to understand their decision making process,

292
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but in the very least, you need to know who

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they are, who the decision maker is on that account.

294
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Here's one that I think is important, and this one

295
00:16:40.559 --> 00:16:42.519
always I scratch my head when I hear it happen,

296
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but it does. You need to make sure that for

297
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that decision maker, you have all the relevant contact data.

298
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You have all their information. You know their name, their

299
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phone number, their email, their social media handles, you know

300
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how to get a hold of these people. I will

301
00:16:58.919 --> 00:17:01.240
tell you there's nothing more fresh then talking to somebody

302
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who's working on what they define as a really great

303
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potential client and we start digging into the details on it,

304
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and they have a decision maker, but they don't have

305
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that person's email, they don't have that person's direct phone number.

306
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They have a website, but they don't know exactly how

307
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to get a hold of this person. Okay, you know,

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without question, you need to have access. If you have

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no access, they aren't qualified. If you don't have a

310
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phone number, an email, social media, if you don't know

311
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how to get to them, you certainly can't call them qualified.

312
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If you don't have a line of dialogue or communication

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open with them, and a way to get to them.

314
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They aren't qualified yet, okay, and I want you to

315
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make sure that you underline that that's a big one.

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Here's one that may or may not trigger something in

317
00:17:50.000 --> 00:17:51.720
some people, but this is one that I think is

318
00:17:51.759 --> 00:17:56.440
really important. You need to make sure that you're offering

319
00:17:58.079 --> 00:18:01.000
whatever it is, no matter who you're offering it to,

320
00:18:01.200 --> 00:18:05.240
you need to make sure that you're offering is appropriate

321
00:18:06.519 --> 00:18:12.759
for that business and their needs. Now, that doesn't mean

322
00:18:12.839 --> 00:18:15.440
that you can't sell something to somebody that it's not

323
00:18:16.079 --> 00:18:18.599
their biggest priority or not something that's at the top

324
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of their list of urgent demands that they have or

325
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needs that they have for their business, but it still

326
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has to be something that's appropriate for their business. You

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can't call somebody a qualified prospect if you aren't selling

328
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something that's relevant or appropriate for their business or industry.

329
00:18:37.359 --> 00:18:40.000
If you're showing them something or want to show them

330
00:18:40.039 --> 00:18:44.359
something that just isn't appropriate for their business or their needs,

331
00:18:44.640 --> 00:18:47.079
you are kidding yourself. If you're thinking that you have

332
00:18:47.559 --> 00:18:51.279
a likelihood for success, you just don't. So to call

333
00:18:51.319 --> 00:18:55.200
that person qualified, you know, And just to recap where

334
00:18:55.200 --> 00:18:57.319
we are, so far in the list. You need to

335
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have a decision maker identified or multiple decision makers identified.

336
00:19:01.759 --> 00:19:05.359
You need to have all the necessary contact information for

337
00:19:05.440 --> 00:19:08.640
that decision maker or decision makers, or at least a

338
00:19:08.759 --> 00:19:11.240
valid line of communication where you can get to each

339
00:19:11.240 --> 00:19:14.680
other and communicate. Okay. If you don't have that, you

340
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don't have a qualified prospect. And the third of the

341
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six that we have on this checklist is you're offering

342
00:19:21.960 --> 00:19:24.279
needs to be appropriate. It needs to be appropriate for

343
00:19:24.319 --> 00:19:27.039
the business, for their needs, their wants, their desires. It

344
00:19:27.119 --> 00:19:29.640
needs to align with what it is that they're looking for.

345
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It needs to be appropriate. Now it doesn't mean that

346
00:19:32.920 --> 00:19:34.680
it has to do everything. It doesn't have to have

347
00:19:34.680 --> 00:19:36.599
all the bells and whistles, but it has to at

348
00:19:36.640 --> 00:19:39.839
least be appropriate for what they're looking for. Okay, So

349
00:19:39.880 --> 00:19:43.359
those are the first three. Now those are pretty straightforward,

350
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pretty simple. But now we're going to start getting into

351
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some things that are a little different. Okay. The next one,

352
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which I think is important that you identify, is you

353
00:19:52.160 --> 00:19:57.480
need to determine the financial ability of your suspect. At

354
00:19:57.480 --> 00:20:01.160
that point to be able to afford your product or service,

355
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they need to be capable of purchasing it. It can't

356
00:20:05.400 --> 00:20:07.799
just be willing what you're going to get into. Next,

357
00:20:08.000 --> 00:20:11.599
they need to be capable. If they aren't capable financially

358
00:20:11.880 --> 00:20:14.400
and you don't have the ability of showing them a

359
00:20:14.440 --> 00:20:19.319
path towards creating that capability, they really aren't qualified. They

360
00:20:19.319 --> 00:20:23.599
can't be considered a qualified prospect. You're kidding yourself if

361
00:20:23.640 --> 00:20:25.720
you're thinking that they're going to buy. If they have

362
00:20:25.799 --> 00:20:29.680
no budget, if they have no financial capability or access

363
00:20:29.920 --> 00:20:33.480
to the capital necessary to purchase or buy from you,

364
00:20:34.119 --> 00:20:37.440
they aren't qualified. Now, could they be close to being

365
00:20:37.480 --> 00:20:40.240
qualified if maybe they need to put together the money

366
00:20:40.319 --> 00:20:43.039
or find the money. Yeah, of course, But today, as

367
00:20:43.079 --> 00:20:46.319
we look at it, if they aren't financially capable, they

368
00:20:46.319 --> 00:20:50.400
aren't qualified. And trying to sell to somebody who has

369
00:20:50.440 --> 00:20:53.400
no capability of buying what you're selling and you have

370
00:20:53.519 --> 00:20:56.319
no other way of helping to bridge that gap is

371
00:20:56.440 --> 00:20:59.039
not going to get you where you want to go. Okay,

372
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So financial or capability is a big piece of this equation.

373
00:21:04.200 --> 00:21:08.400
If they aren't financially capable, they really aren't qualified. This

374
00:21:08.519 --> 00:21:10.279
next one, and this is a big one because this

375
00:21:10.319 --> 00:21:14.079
is one that's very subjective, but it's really important that

376
00:21:14.119 --> 00:21:17.160
you drill down on this is you need to make

377
00:21:17.200 --> 00:21:21.319
sure that your suspect has either a significant desire or

378
00:21:21.480 --> 00:21:26.400
need for your offering. There needs to be true willingness

379
00:21:27.640 --> 00:21:30.079
to move forward with it. They need to desire it,

380
00:21:30.240 --> 00:21:34.079
want it, or need it. And if you don't have that,

381
00:21:35.039 --> 00:21:38.559
if they don't have a true desire or need for

382
00:21:38.599 --> 00:21:42.480
what it is that you're offering, excuse me, literally, they

383
00:21:42.519 --> 00:21:46.519
are not qualified. If you are showing them something and

384
00:21:46.559 --> 00:21:49.400
they don't need it, want it, or desire it in

385
00:21:49.480 --> 00:21:53.960
any way, they aren't qualified. And if if you consider

386
00:21:54.559 --> 00:21:57.119
the time and energy put forth in just getting to

387
00:21:57.160 --> 00:22:00.839
that point, the sooner you can learn about these things,

388
00:22:01.200 --> 00:22:03.319
that better off you are. You don't want to spend

389
00:22:03.359 --> 00:22:07.799
time and energy learning these things later. You want to

390
00:22:07.839 --> 00:22:11.480
learn them as soon as possible. But once you know them,

391
00:22:11.759 --> 00:22:16.160
you really can't call somebody a qualified prospect if they

392
00:22:16.200 --> 00:22:18.640
don't have the want, desire, or need for what it

393
00:22:18.720 --> 00:22:22.599
is that you do. And every day people try to

394
00:22:22.759 --> 00:22:28.480
sell something to somebody else without any confidence or certainty

395
00:22:28.519 --> 00:22:31.160
that that person once needs your desires what it is

396
00:22:31.160 --> 00:22:34.119
that they offer. And I will tell you it's very

397
00:22:34.200 --> 00:22:37.559
challenging to be successful selling in that way. Selling in

398
00:22:37.599 --> 00:22:41.880
that model. Selling with that approach, your likelihood for success

399
00:22:42.039 --> 00:22:46.359
is extremely low when you approach it that way. If

400
00:22:46.400 --> 00:22:48.680
you flip that around the other way, if you're talking

401
00:22:48.720 --> 00:22:51.559
to somebody who has the desire, the want, the need

402
00:22:51.599 --> 00:22:54.119
for what it is that you do, and all these

403
00:22:54.160 --> 00:22:57.160
other things so far on this list have been checked off, well,

404
00:22:57.200 --> 00:23:01.160
that's a much higher likelihood for success. That's somebody who

405
00:23:01.240 --> 00:23:03.359
has a much higher likelihood to be able to work

406
00:23:03.359 --> 00:23:07.559
with you. But you've got to make sure you're doing that. Now.

407
00:23:08.160 --> 00:23:11.440
Those are the top five. The six to one. Number

408
00:23:11.519 --> 00:23:14.359
six on the list is one that sometimes people forget.

409
00:23:14.519 --> 00:23:19.839
It's kind of forgotten. Often people find themselves many times

410
00:23:20.200 --> 00:23:23.400
being led around like a dog on a leash by

411
00:23:23.440 --> 00:23:27.319
this particular one topic and they don't address it, and

412
00:23:27.599 --> 00:23:29.839
it many times can hold them back from their success.

413
00:23:30.119 --> 00:23:34.359
And that's the issue of timing, the issue of a timeline.

414
00:23:34.400 --> 00:23:39.680
For somebody to legitimately be qualified as a prospects somebody

415
00:23:39.720 --> 00:23:42.680
who you can legitimately say I've got a fair opportunity

416
00:23:42.720 --> 00:23:45.319
of winning this business. You need to have a timeline

417
00:23:45.359 --> 00:23:48.279
associated to when they either want or need your product,

418
00:23:48.599 --> 00:23:51.119
or to when they're going to make their decision. There

419
00:23:51.240 --> 00:23:56.599
needs to be a timeline discussed or agreed upon. If

420
00:23:56.640 --> 00:24:01.920
you have no timeline, this is all conjecture and conversation.

421
00:24:02.559 --> 00:24:05.400
If you have no specific timing in mind for when

422
00:24:05.519 --> 00:24:08.759
something will or won't happen, when a decision will or

423
00:24:08.759 --> 00:24:11.839
won't be made. If you have no timeline, you really

424
00:24:11.920 --> 00:24:14.720
don't have much to work with. And what I mentioned

425
00:24:14.920 --> 00:24:17.559
a minute ago about being led like a dog on

426
00:24:17.640 --> 00:24:20.680
a leash, it's so true that people get themselves into

427
00:24:20.880 --> 00:24:23.759
sales interactions where they're trying to work with somebody and

428
00:24:23.880 --> 00:24:26.319
the timing isn't figured out, and it's not figured out

429
00:24:26.440 --> 00:24:28.839
at any given thing, and it just kind of hangs

430
00:24:28.920 --> 00:24:31.920
there for people. They're not ready, they're not anxious, they

431
00:24:31.960 --> 00:24:33.880
don't really want and desire what you need. And even

432
00:24:33.920 --> 00:24:37.200
if they did, they don't have a timeline decided. It's

433
00:24:37.279 --> 00:24:40.720
not specific enough so for you to really dial in

434
00:24:41.440 --> 00:24:44.279
your sales success, for you to really avoid making the

435
00:24:44.359 --> 00:24:47.359
biggest mistake that most people make when it comes to selling.

436
00:24:47.960 --> 00:24:53.240
Stop selling suspects, stop selling to people that don't meet

437
00:24:53.480 --> 00:24:56.799
all six of these criteria. And I'm just gonna review

438
00:24:56.839 --> 00:24:59.359
them again real quick. Number one, you have a decision maker,

439
00:24:59.400 --> 00:25:03.160
whether it's a individual, or whether it's multiple decision makers,

440
00:25:03.200 --> 00:25:06.640
you have that person or people identified. Number two, you

441
00:25:06.759 --> 00:25:09.720
have all the necessary contact information or a line of

442
00:25:09.759 --> 00:25:13.759
communication is open, you can get to them. You can't

443
00:25:13.799 --> 00:25:16.319
really call somebody qualified if you can't even get to them,

444
00:25:16.359 --> 00:25:18.000
you can't get them on the phone or an email.

445
00:25:18.480 --> 00:25:21.960
They're not qualified if you can't reach them. Number Three,

446
00:25:22.440 --> 00:25:26.599
you're offering needs to be appropriate for the business based

447
00:25:26.640 --> 00:25:29.200
upon what it is that you're offering them. It needs

448
00:25:29.240 --> 00:25:31.880
to align with what they're once needs and desires are.

449
00:25:32.160 --> 00:25:34.440
If you offer something that just does not at all

450
00:25:34.599 --> 00:25:37.119
apply to what it is that's important to them or

451
00:25:37.160 --> 00:25:39.799
what their needs are, you can't really call it a

452
00:25:39.960 --> 00:25:44.400
legitimate qualified prospect for you. It's not likely that it

453
00:25:44.440 --> 00:25:49.039
will close. Number four. They need to have the financial

454
00:25:49.119 --> 00:25:54.079
ability or capability of buying what you're selling. And this

455
00:25:54.240 --> 00:25:56.599
is a big one. This is one that you really

456
00:25:56.680 --> 00:25:59.039
need to hold on to and remember to find out

457
00:25:59.079 --> 00:26:01.480
as soon as you can. If they are not financially

458
00:26:01.640 --> 00:26:04.799
able or capable of affording what it is that you

459
00:26:04.960 --> 00:26:09.680
do and have no access to the capability, whether it's

460
00:26:09.720 --> 00:26:13.599
through financing or some other resource, they really aren't qualified

461
00:26:13.599 --> 00:26:15.960
as a prospect. Now that might be a timing thing.

462
00:26:16.039 --> 00:26:17.960
That might just be that they need time to put

463
00:26:18.000 --> 00:26:20.920
that together. But until they do, until they have it,

464
00:26:21.119 --> 00:26:25.720
until they're able to do that, until that capability is assured,

465
00:26:26.279 --> 00:26:29.519
they really aren't qualified. Now, I know some people may

466
00:26:29.839 --> 00:26:32.920
differ on that opinion, but I'm playing the odds. I'm

467
00:26:33.000 --> 00:26:36.160
saying straight up that if you're talking to somebody who

468
00:26:36.279 --> 00:26:39.200
doesn't have these things, your likelihood for success and selling

469
00:26:39.279 --> 00:26:41.880
them is very very low. And if you're talking to

470
00:26:42.000 --> 00:26:44.720
somebody who you can check the box on all six

471
00:26:44.799 --> 00:26:48.960
of these things, your likelihood for success is exponentially higher.

472
00:26:50.359 --> 00:26:52.440
And what I'm saying is you don't want to sell

473
00:26:52.519 --> 00:26:54.480
to that first group. You only want to sell to

474
00:26:54.559 --> 00:26:57.559
the second. Now, the remaining two topics the things that

475
00:26:57.640 --> 00:27:00.720
were on that list. The next is the desire, want

476
00:27:00.839 --> 00:27:04.000
or need for your offer, the willingness they have to

477
00:27:04.119 --> 00:27:09.400
have capability and willingness. They have to be capable of purchasing,

478
00:27:09.480 --> 00:27:11.960
and they have to be willing to purchase. And the

479
00:27:12.039 --> 00:27:14.839
willingness ties to a desire, a want, or a need

480
00:27:14.920 --> 00:27:18.000
that needs to be addressed. Many times people will call

481
00:27:18.119 --> 00:27:20.640
on and work with people that just aren't interested in

482
00:27:20.720 --> 00:27:23.160
what they do. They aren't willing. They're not going to

483
00:27:23.200 --> 00:27:25.039
be willing. They're never going to be willing. It doesn't

484
00:27:25.039 --> 00:27:27.319
align with who they are, what they need, what they want,

485
00:27:27.880 --> 00:27:30.480
and people will continue to try to sell to them

486
00:27:30.880 --> 00:27:33.799
even though it doesn't align with the prospect's needs. In

487
00:27:33.920 --> 00:27:36.240
that case, you can't even really call them a prospect.

488
00:27:37.160 --> 00:27:39.759
So it's important that you recognize that the once needs

489
00:27:39.799 --> 00:27:43.160
and desires, the willingness of that person needs to be

490
00:27:43.319 --> 00:27:46.359
there for you to be able to qualify them. And finally,

491
00:27:47.400 --> 00:27:49.400
and I mentioned this a minute ago, and it's so

492
00:27:49.839 --> 00:27:52.880
so true. You need to have a defined timeline. There

493
00:27:52.960 --> 00:27:55.839
needs to be some timeline. Now, that timeline could be

494
00:27:56.559 --> 00:27:58.759
out of bit. It could be three months, six months,

495
00:27:58.880 --> 00:28:01.599
a year, upon what you sell and what the sales

496
00:28:01.640 --> 00:28:06.640
cycle is. What it can't ever be to be called qualified.

497
00:28:07.160 --> 00:28:11.839
It can't ever be indefinite. See, if you have somebody

498
00:28:12.079 --> 00:28:16.160
that you look at the timeline and it's indefinite. You

499
00:28:16.319 --> 00:28:19.279
don't know when they'll be ready, you don't know if

500
00:28:19.319 --> 00:28:22.039
they'll be ready, but you have no sense of the timeline.

501
00:28:22.440 --> 00:28:26.000
They aren't qualified. Now if that same person checks off

502
00:28:26.039 --> 00:28:27.759
all the other boxes and they say, look, we're not

503
00:28:27.839 --> 00:28:30.319
going to be ready until at least six months, but

504
00:28:30.440 --> 00:28:34.039
in six months we will be that's somebody who's qualified.

505
00:28:34.079 --> 00:28:36.319
We at least have a timeline. We know it's six months,

506
00:28:36.720 --> 00:28:39.400
we know what we're dealing with. We can work with that.

507
00:28:39.839 --> 00:28:42.519
But what you can't work with is uncertainty. You can't

508
00:28:42.559 --> 00:28:45.880
work with not knowing a timeline and having it. If

509
00:28:45.920 --> 00:28:49.920
you don't have a timeline, you don't have a qualified prospect.

510
00:28:50.799 --> 00:28:53.920
So there they were the top six, the six checklist

511
00:28:54.000 --> 00:28:56.519
items that you need to have to qualify somebody to

512
00:28:56.599 --> 00:28:59.359
make sure you're not selling to a suspect. If you

513
00:28:59.400 --> 00:29:02.079
could check off, you can call them a prospect and

514
00:29:02.200 --> 00:29:04.960
you can definitely say that your sales success calling on

515
00:29:05.039 --> 00:29:07.200
them is going to be much much higher. There is

516
00:29:07.240 --> 00:29:09.920
a decision maker in place, You have all the necessary

517
00:29:10.000 --> 00:29:13.960
contact info, your offering is appropriate, You have financial ability

518
00:29:14.079 --> 00:29:17.319
and capability, and the want, need, desire for your offering.

519
00:29:17.440 --> 00:29:22.680
The willingness is in place, and finally, you have a timeline.

520
00:29:22.720 --> 00:29:25.680
If you have all six of those, you have every

521
00:29:25.759 --> 00:29:30.079
single thing you need to qualify that prospect. Legitimately call

522
00:29:30.160 --> 00:29:33.680
them a prospect and sell to them. If you find

523
00:29:33.759 --> 00:29:38.279
yourself selling to people that don't check these six boxes,

524
00:29:38.599 --> 00:29:41.680
I promise you you're on an uphill road. It's going

525
00:29:41.759 --> 00:29:43.960
to be difficult. A lot of the work that I

526
00:29:44.079 --> 00:29:46.000
do with the Sales Activist is to help people make

527
00:29:46.039 --> 00:29:49.240
sure they move people from that suspect stage to the

528
00:29:49.359 --> 00:29:52.480
prospect stage, get them qualified, make sure we have everything

529
00:29:52.519 --> 00:29:54.200
that we need, and make sure that when we are

530
00:29:54.359 --> 00:29:57.799
selling it is to the right people, the people that

531
00:29:57.839 --> 00:30:01.960
are qualified, the people that really are a legitimate prospect

532
00:30:02.160 --> 00:30:04.920
for what it is that we do. Now, I hope

533
00:30:05.200 --> 00:30:08.480
this information has been beneficial for you all. If you're

534
00:30:08.559 --> 00:30:11.000
out there and you're selling and it seems like you're

535
00:30:11.039 --> 00:30:14.200
not gaining any traction and you are at all questioning

536
00:30:14.480 --> 00:30:17.119
the people that you're calling on, I encourage you to

537
00:30:17.200 --> 00:30:20.119
go back and re listen to this episode. Re listen

538
00:30:20.279 --> 00:30:23.079
to the six checklist items that I put in here

539
00:30:23.359 --> 00:30:26.480
related to qualifying somebody as a prospect. And if the

540
00:30:26.519 --> 00:30:29.720
people you're calling on don't check all six boxes, you

541
00:30:29.839 --> 00:30:32.119
need to make that change immediately and make sure you

542
00:30:32.200 --> 00:30:36.000
start calling on those people when they're really are qualified.

543
00:30:36.519 --> 00:30:38.279
So I want to thank you all for taking the

544
00:30:38.359 --> 00:30:40.559
time to be with us today for the Impact Sales Podcast.

545
00:30:40.839 --> 00:30:43.079
We have a lot of great content coming your way.

546
00:30:43.200 --> 00:30:48.400
On future episodes. Make sure you like and subscribe all

547
00:30:48.480 --> 00:30:51.200
of our posts. Make sure you catch our podcast wherever

548
00:30:51.279 --> 00:30:54.839
you normally listen to your podcast. Don't meet miss any episodes.

549
00:30:55.119 --> 00:30:58.240
There's some great actionable content coming your way. This is

550
00:30:58.400 --> 00:31:02.839
Joe Beck with the Sales Activist. Sell better and impact

551
00:31:02.880 --> 00:31:07.839
the world. We'll talk to you soon. Hi, this is

552
00:31:07.960 --> 00:31:12.400
Joe Beck with a Sales Activist. Are you a coach, consultant, entrepreneur,

553
00:31:12.559 --> 00:31:15.960
or sales professional who's struggling to reach and attain your

554
00:31:16.039 --> 00:31:19.839
sales objectives? Does your sales calendar look like a barren

555
00:31:19.960 --> 00:31:23.160
wasteland with little to no activity and certainly not enough

556
00:31:23.759 --> 00:31:27.519
in your sales pipeline. If this sounds like you, I'd

557
00:31:27.680 --> 00:31:29.960
like to help. For well over thirty years and after

558
00:31:30.119 --> 00:31:33.559
tens of thousands of live sales interactions, I've developed a

559
00:31:33.599 --> 00:31:37.400
proprietary sales system, the ISM System, that can help you

560
00:31:37.599 --> 00:31:41.799
create massive sales momentum for yourself and your business. To

561
00:31:41.880 --> 00:31:43.599
get the details, we'll learn a bit more about the

562
00:31:43.680 --> 00:31:46.000
ISM system and exactly what it can do to help

563
00:31:46.039 --> 00:31:50.039
you generate significant success. Just text the word sales to

564
00:31:50.160 --> 00:31:53.799
the number four oh nine five oh nine seven three

565
00:31:54.160 --> 00:31:58.160
five five. That's four oh nine five oh nine seven

566
00:31:58.279 --> 00:32:01.240
three five five. Grab a time on my calendar and

567
00:32:01.279 --> 00:32:03.160
I'll be happy to talk with you all about it.

568
00:32:03.319 --> 00:32:06.519
You don't have to settle for average sales results. I'll

569
00:32:06.559 --> 00:32:07.200
talk to you soon