5 Keys To Create MASSIVE Value During Sales Qualification

1. Establish authority.

We need to first and foremost let the prospect know that we are someone that they should be having a conversation in the first place. We need to show them that hey, this is someone that I do want asking me questions. So they can't just show up, and we can't just say hey, I've got some questions for you. I want a just kind of bombard you with questions, or I want to probe to understand what's going on. That's low-value stuff. No CEO or VP is going to say, "Yeah, I'm dying to get my brain picked right now." So, when we show up for that discovery, we need first to establish that we are the authority. And so, how do we do that? Well, what we want to do is use what I call the whiteboard pitch, and it's straightforward.

Typically what I'm doing is something like this. It's just a three-part matrix. So I might say something like, "You know what, Don? "Some of the challenges that we see in your space "are the following." And so, we've got challenge one, challenge two and challenge three. And so, obviously, you might mention what those are.

Now I can engage around those challenges, which goes right into the next piece, which is number two, which is engaged around challenges.

2. Understand our prospect's core challenges.

What are those issues that are affecting them? So again, established authority, we've done a little whiteboard pitch, we've now ended it on which of these ring most true to you, and now the prospect is saying, "Oh, well, this one." So say in this case, they're saying, "We're being beaten down by low-cost competitors." And so now I want to understand exactly what's happening around those challenges. And by the way, if you've done this effectively, this little whiteboard pitch, it's going to make everything else so much easier. Because chances are, in a lot of people's world, if you're going to deep in the questions too early without having established some authority, a prospect is likely going to say something like, "You know what can you just tell me about your product?" Or, "Can you just give me the price?" But instead, because we've established this authority, almost like a doctor.

3. Have a high-level sales qualification conversation.

We want to understand the cost. And again, you've established yourself as an expert, so you have earned this question. So you've talked about some of the challenges, what's going on, and now we want to understand what does the cost of these challenges mean to the organization? What are all these challenges costing the organization?

4. Understand their drive.

We want to understand their drive. We want to know what is driving the prospect to be focused on this particular concern. What's in it for them? Why does this matter to them, what's driving them? Or, how are these challenges driving them in a certain way? Understand their drive.

5. Only present to their challenges.

This is one of the biggest mistakes that people make in a demo or a presentation, is that they've done let's say a pretty thorough qualification or a discovery, and then they get to the presentation. They start presenting all of this other stuff that's outside of the challenges that the buyer said in the qualification stage. We only want to present what they care about.

[JP_AZ]

#1 starts at 2:50
1. Est. Your Authority
2. Find Challenges
3. Find the Cost
4. Find Their Drive
5. Present to Challenges
Play video at 1.75 speed. Thank me later.

[kayj]

definitely one of the top people to give real value to help salespeople in their way! thanks so much Marc

[wxxcable]

I appreciate you giving a great details on every step. Very helpful!

[RichardDavisHackingLife]

Selling to salespeople. Next tier sales. 👍👍👍 This video is applicable to general sales and selling your company to other companies. D2D & B2B

[hamidjalloh]

Thanks Marc, i'm getting closer to success the more I listen to you!

[DrMike-setv]

Many of your lessons will work well for a professional looking for a new position. In other words, the item they have to sell is themselves and the how hiring them could benefit the company and solve the pain points of the company.

[jean-pierresaint-aime]

Excellent video.I’ve been working in Pre sales roles for about 3 years: I consider myself as a good pre-sales person. I’ve created couple of methods to qualify prospects but this one is definitely superior to the ones I’ve used (with some success ). So.. THANK YOU !

[innovetv]

Marc, you're awesome, I wish you success 10X :)

[TheInevitables]

Thank you very much, I dont know why but I got a very Tony Robbins vibe watching this. Maybe your voice. Great video!

[Training.]

how do you establish Authority on outbound calls?

[screentagteam]

Mark, while you've got right the consulting (aka 'doctor') approach, there is a huge issue with this... In most cases, a patient knows he/she has a health issue and needs to see a doctor. This consulting approach may work well in incoming pre-sales calls. It can't work with outgoing cold calls, because your potential customer: a) has not identified the issue your product is solving, to seek consultation, or b) has identified the issue and is not considering it urgent, or has discovered a workaround (that might be inferior to your product, or losing him/her money), or c) has identified the issue and has engaged with your competitor(s) for a solution. Back in square 1...

[khuaikong]

5 Keys to Create Massive Value During Sales Qualifications

1. Establish your Authority
2. Engage Around Challenges
3. Learn the Cost
4. Understand their Drive
5. Only Present to their Challenges

[Desilv]

This is extreme helpful but I get stuck in the beginning.. we selling website and we just call random company’s but most of the companies tells me they have it way to busy and get enough clients with mouth-to-mouth so what can I tell them ?! Really need help

[theunisstoffberg]

Hi Marc. This is valuble, thank you. So what happens if you know the trends but do not have actual data to back it up?

[elidimarelis]

Id like a paid subscription but I see different packages available. Which one should I buy?

[techeveryone]

Please makea video on NK ANSWER in cold calling

[ErnaSolbergXXX]

I love your videos. Only one big challange, how to sell to the government when they dont care about how to save money and at the same time they belive they dont have any money?

[JTTechie]

this is great stuff. saving it to finish later

[JasonfromMinnesota]

What’s keeping you up at night ? What’s most important to you?
If there is any thing you would like change what would it be?

[shawadley]

"What's the fire under their ass"😂😂😂