“It’s important to differentiate right at the beginning because what’s the point of qualifying someone if you’re not also simultaneously getting them interested in doing business with you.” – Deb Calvert in today’s Tip 828
How do you discover and qualify a buyer?
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Deb Calvert on LinkedIn
People First Productivity Solutions
DISCOVER Questions Get Your Connected
The Sales Experts Channel
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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 Deb Calvert. Deb wrote DISCOVER Questions® and Stop Selling & Start Leading, founded The Sales Experts Channel and People First Productivity Solutions, and is a certified sales/executive coach. She’s one of the “65 Most Influential Women in Business,” a Top 30 Sales Guru, and inductee into The Sales Hall of Fame. Here she is:
Deb Calvert: In the buyer’s mind not all questions are created equally. You might have a certain set of questions that you need to ask in order to qualify or properly position the buyer with the right people on your team. But those questions they’re not engaging for the buyer. They’re very low value and they have limited tolerance for qualification questions. Better, much better. According to buyers are discovery questions, really good quality open-ended questions that help you discover something about the buyer, but also help them to pause, reflect, think, and discover something for themselves too. Discovery questions build bonds of trust, qualifying questions, simply don’t. Discovery questions enrich the relationship and give you much more context and deeper level of understanding of the buyer situation. Qualifying questions simply don’t.
Now I’m not saying that you should never ask qualifying questions. Of course, you have some need to do that, but why not mix them up? Why not sprinkle in a few really good discovery questions that make the buyer think that engage them and get them excited and interested to do business with you even as you’re qualifying, it won’t take that much time. In fact, in the long run, it will probably save you a great deal of time and it will help you to overcome some of those icky, stereotypical thoughts that buyers have about sellers. It’s important to differentiate right at the beginning because what’s the point of qualifying someone if you’re not also simultaneously getting them interested in doing business with you.
Scott Ingram: For links to connect with Deb, People First Productivity Solutions, The Sales Experts Channel and to get a copy of her bestseller, DISCOVER Questions Get Your Connected just click over to DailySales.Tips/828
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!