HUGE Selling Mistake You Must Avoid!
One of the biggest mistakes sales pros make is to talk product and show solutions too early in the sales process. This can lead to longer sales cycles, more objections and fewer closed sales. Sadly it is shockingly common.
Learn how to avoid stepping into this trap.
Here is a typical selling scenario a sales pro finds herself in…sales pro is asked to quote on a Cisco ASA 5585X with Firepower.
Now they have a choice; quote or ask the one question that allows you to:
1. Properly qualify
2. Understand the prospect’s problem
3. Understand their desired outcome
4. Understand context & how they measure results
5. Decide if you should quote and if so how quickly
The one question sales pro should be asking when a quote request* comes in is:
What problem is that going to solve for you?
If you fail to ask the qualifying question look at three ways it hurts you:
- If you don’t ask that question do you know if you are quoting on a qualified potential sale? NO.
- If you don’t ask that question are you in any position to offer proactive suggestions? NO.
- If you don’t ask that question can you monetize the problem to speed up the sales cycle? NO.
See what I mean?
“Blind quotes” are big problems because very often they lead to three costly time wasters:
1. You have no idea if this is something you should a) prioritize above the other deals you are working on or b) get to it next week if you have time. If you make the mistake and “drop everything” to get this quote out ASAP you have now delayed working on your highest qualified lead. How is that a good idea? How does that make you max efficient? Hello!
2. Worse, what if you engage inside technical resources to help you? Yikes. Now they are dropping their work to scramble to help you quote on a totally unqualified opportunity. How is that the best use of their time and the office’s resources? It is not. Now you risk undermining the efficiency of others.
3. And often the prospect is going to stay with their incumbent and they want your price to keep them “honest” or to grind them on price. Did you ever really even have a 50 – 50 chance? Nope.
So protect your time, only quote on highly qualified deals.
What that means to you is the next time you are asked to provide a quote* step back and ask your version of…
What problem is that going to solve for you?
And if the answer to your question does not suggest major, serious impact to their business if the problem is not fixed then it’s very likely a “B” lead at best and maybe a “C”.
So if you do quote, and that’s a big if, do so only when you and your other internal resources have completed all the tasks for your “A” opportunities.
Key takeaways: no blind quotes.
1. Find out what problem they are intending to solve.
2. Based on their answer rank them as an A / B or / C opportunity to protect your time.
If you want to continually sharpen your sales skills enroll in my course The 5Cs Selling System.The tactics are proven, fast and easy to apply. Learn at your own pace with unlimited access for a year and make more money. Reach out to me at cbennett62@shaw.ca if you have questions. If your sales team is struggling with blind quotes and other tactical errors contact me a sales training expert to discuss how we can enable them to be more effective and make more sales.
*Substantial priced items only. If the request is for a very low cost velocity sale act accordingly.