Chapter Three- How to avoid making a presentation to an unqualified prospect.
This Black Belt at Sales & Strategic Networking Academy sales strategy is aimed at maintaining control of the sales process.
A yet unqualified prospect is asking you to do a presentation.
It involves offering the prospect a choice between two scenarios, with one scenario being less efficient and the other being more effective in providing the information they need.
Let's break down the key points:
Acknowledging the prospect's request:
You start by acknowledging the prospect's request to learn more about your company. This shows that you are attentive to their needs and willing to provide information and gives the illusion of the prospect being in control of the meeting.
Presenting two scenarios:
You present two options for how the presentation can proceed.
Scenario 1 involves a presentation where you cover everything about your company, but with a caution that it may include information the prospect doesn't need.
Scenario 2 suggests a shorter meeting where the prospect can ask one specific question that will give them the information they want.
Creating a dilemma:
By presenting these two scenarios, you create a dilemma for the prospect. They must choose between spending a significant amount of time in Scenario 1 or getting their specific question answered quickly in Scenario 2.
Appealing to logic:
You appeal to the prospect's logic by pointing out that Scenario 1 might result in wasting their time with information they don't need, whereas Scenario 2 is more time-efficient and focused on their specific needs.
Using a power question:
If the prospect chooses Scenario 2 and asks a question, you use a power question to understand their motivations and priorities better. This question helps you gain insights into why they asked that question, why now, and why it's essential to them.
Qualifying or disqualifying:
After the prospect asks their question and you use the power question, you can qualify or disqualify the prospect based on their response and engagement. If they still insist on Scenario 1, you may want to consider them a low-level prospect and potentially disengage from the sales process.
Why this strategy
This strategy is a way to sift out serious prospects who are genuinely interested in your product or service from those who may not be a good fit. It emphasizes efficiency and tailored communication, which can be valuable in sales situations where both the seller's and the prospect's time is precious.
However, it's important to use this strategy judiciously and adapt it to the specific context of your sales interactions and the needs of your prospects.