By Tibor Shanto
While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can count on, is they usually find what they are looking for while ignoring the rest. Tell your reps to go out and find people with the pain our product and marketing people tell them they can cure. And that’s what they’ll do, go out and find people with that pain, and ignore all other opportunities that aren’t painted “pain.” Not much point in talking solution until there is something to be solved. Better to learn how to turn pains into priorities.
Disqualify to Fly
Most call this process qualification, a number of perfunctory questions to establish the level of quality of the opportunities inherent in a given account. When the prospect tics enough of the boxes, their qualified. You need to change that right away and reprogram your
