“Don’t just qualify the pain point. Qualify the agreement.” – Rajiv ‘RajNATION’ Nathan in today’s Tip 396
How do you qualify an agreement?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Rajiv Nathan, otherwise known as ‘RajNATION.’ RajNATION is the founder of Startup Hypeman where he helps startups not suck at how they pitch and tell their story, so they stand out to customers and stand apart from their competitors. Here he is with today’s tip:
Rajiv ‘RajNATION’ Nathan: Let’s talk about qualification in the presale process. One thing that many salespeople are pretty good at is qualifying a pain point. So if you’re at least a little bit experience in sales or done enough sales training, even a minimal amount of sales training yourself, then you know that when someone expresses a challenge or an issue or a pain, well you want to do is explore that deeper. You want to dig a little further to uncover the root cause of that pain, the root cause of that challenge, and then that’s how you start to walk them towards a solution when they are able to see the significance or impact of their challenge. One key aspect that most salespeople overlook though is qualifying the agreement. Typically in a buyer-seller interaction. Let’s say, for example, you are demoing your product and you’ve got a screen share pulled up and you’re showing them some features of your software. Let’s say they point something out and they say, “Oh wow, that’s pretty cool that it can do that.” Typically the response to that is, “Yah, it is pretty cool. Yeah. Thanks for saying that” and then moving on to the next thing. This is a fatal error, however, this is an opportunity to uncover more. Most times we hear them agree with something and we just move on and we say, “Yeah, it is pretty awesome that we do that” or “Yeah, I’m glad you liked that and we move on.” But here’s an opportunity to qualify, not qualify pain but qualify agreement. If they say, “Oh, that’s pretty cool, they can do that. It’s pretty unique or that’s interesting.” A good response is, “Yeah, we like it too. Tell me, what about that is interesting to you” or “Yeah, that is interesting. How do you see that working for you?” Right? These are ways you can advance the conversation. Don’t just qualify a pain point. Qualify the agreement. This will help you draw closer towards an ultimate decision. This will help you better understand where are they at in their buying process today. It’s going to help you better qualify the overall opportunity, which enables better forecasting, and by the way, sometimes might be and you are better able to forecast this deal is not going to happen actually, which in many cases is the best thing you can learn sooner rather than later. Don’t just qualify the pain point. Qualify the agreement.
Scott Ingram: If you’ll click over to DailySales.Tips/396 you’ll find the video version of this tip, the transcript and more about RajNATION. You’ll also find a special link to his StartupHypeman website where you can get a free ebook on how to pitch case studies in your cold outreach to get prospects to take a meeting with you.
After you’re done downloading that, make sure you come to see us tomorrow for another great sales tip. Thanks for listening!