How Top Producers Spot Weak Prospects

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Sound Familiar?
I’ll bet these objections all sound familiar, don’t they?

Prospects have been using them since the beginning of time to stall or put off sales reps. And when they use them, nine times out of ten it means they really aren’t going to move forward.

While this is bad enough, what’s worse is how most (like 80%) of sales reps handle this. Instead of taking the direct approach (which we will go over in a moment), they will allow themselves to be put off and strung along.

They reason that the prospect isn’t saying no yet, and that there might still be a chance for the deal. Heck, one out of 25 or so actually do sometimes end up buying so they’d better play along.

Well I don’t know about you, but for a Top producer, chasing georgia telegram data and following up with 20 non-buyers is too demoralizing to go through.

Top producers know a weak prospect when they hear one, and they would much rather know ahead of time who is leading them on and not likely to buy, and who might actually be a deal.

Now I’ve written a lot of techniques you can use to isolate objections and get your prospect to reveal the truth, but here is the one question that works the best.

Now I’ll warn you – most sales reps would much prefer NOT to ask this question because they might get a negative response – in other words, the prospect might tell them why they aren’t ever really going to buy. But that’s exactly what the Top 20% want to know.

And wouldn’t you really like to know now rather than after chasing and following up and wasting all that time and precious energy?

Find Out Why Your Prospecting Isn’t Buying— Just Ask!
So here’s the golden question that will always get your prospect to reveal exactly why they aren’t ever going to move on your product or service:

“(Prospect), from your viewpoint, what do you think might stand in the way of your company (or you) moving forward with this?”