Today’s episode, we’ll give you a sweet taste of the first session of the TSE Hustler’s League this semester. If you still want to join, go ahead and apply. This is a group coaching experience where we also bring on some expert guests and members share insights and bounce ideas off each other.
Top 3 Reasons for Poor Close Rates
Creating a checklist.
Have a checklist of your criteria when qualifying your prospects. Make sure it’s easily visible while you’re making calls while prospecting. Having a visual representation whether on your screen or in your office prevents you from deviating from your criteria.
A common tendency is that once you know the prospect is interested just because they asked for the price, you get so excited that you deviate from the process and just jump right in. Then you don’t hear back from them. Well, you didn’t qualify them in the first place.
Key things in the decision-making process:
According to a study, 57% of the weight towards a buying decision is when they first make contact with a salesperson.
The Unconsidered Need
This is when you’re able to teach something to a prospect they didn’t know they need. Regardless of what you’re saying, figure out something your buyers don’t know that you can educate them on in the decision-making process, in the discovery process, in the qualification process.This will separate you from other sellers.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.