“Getting people bought in your process is very important. So give them some homework. Make sure they do it. Stick with it.” – Reed Clarke in today’s Tip 1371
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s Throwback Thursday tip comes from Reed Clarke. Reed was the star of episode 27 on the Sales Success Stories and had this fantastic nugget to share around deep qualifying in his sales process:
Reed Clarke: The next big piece of my process is making your prospect do something. Make them show that they actually want to be engaged. So I like to get homework. These are the types of things that I want you to do by the next call. Provide me a list of the three most important things you’ve got out of the conversation and really give them a deadline to that; Okay, I need to have this back before our next conversation, or does it make sense? And then, most importantly, in your entire sales process, stick with it. If you say you’re not going to do something unless something else is done, don’t do it. It’s fine. Don’t be afraid of them saying; Hey, we’re not going to do business now. You cancel the meeting if that happens. Maybe they weren’t the best prospect for you in the first place, and even worse, wouldn’t have been a good client for your company overall. It would have cost the company money overall. So getting people bought in your process is very important. So give them some homework. Make sure they do it. Stick with it.
Scott Ingram: For my full interview with Reed and for a link to connect with him directly, just click over to DailySales.Tips/1371. Once you’ve clicked over there, be sure to click right back here for another great sales tip. Thanks for listening!