One of the most interesting challenges I encounter with b2b sales people is the Art of Qualifying a Prospect. It does not seem to matter if the b2b sales person is a newbie or an old pro, there seems to be a disconnect with qualifying a prospect.
The key factor is many b2b sales people losing this skill or art if you may – is due to their sales managers telling them that everyone is a customer. They just need to overcome all their objections and they will buy and become customers.
Interesting scenario if you believe the above statement is true.
Actually, this out dated belief comes from the Traditional Presentation Model of Selling since it is all about telling the prospect or customer what they need. Again, you need to unlearn old habits or old training tactics that are causing you more harm than good in today’s hyper-competitive marketplace.
To stand out from the thundering herd of b2b sales people who are calling on your prospects and customers using the same old school sales tactics, you need to revisit the Art of Qualifying a Prospect.
There are several factors or elements to consider while evaluating your prospects and customers.