Colleen’s Blog

I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales process is.

Nothing kills a proposal faster than when you add so much value and so many extra benefits that the client says, " Hey, I don't need this much. This will be too expensive. This company doesn't understand my needs. I'm just going to walk away."

One thing that I've noticed recently is that sellers aren’t always good at learning how to pivot. During the qualification stage, we get thrown for a loop sometimes. A prospect or a buyer answers in a way that we weren't expecting, yet we need to stay on track and pivot with another question.

We've already talked about how the more time you spend doing a thorough qualification means you’re going to win more business. You now know what the most often missed question in the qualification phase is: the decision-making criteria, specifically the priority of that criteria.