5 Factors Controlling Commitment and Reducing Time Wasted on Weak Prospects or Quotes
In today’s busy world, there are plenty of distractions and bad habits that can easily steal away productivity. How can you move past this and shorten the sales process?
Here are a few behaviors to avoid, to reduce wasted time and drive sales:
1) Conditioned to react
Sales people are conditioned to visit with the prospect or customer either before the quote (this is rare), after the quote, or they waste time trying to set appointments or follow-up on weak quotes with prospects that were shopping for price or was using your quote to drive their current supplier down in price. Most sales people do not initially disqualify or determine a need for the prospect to change their current supplier.
2) Dive into the specifications prematurely
Typically, sales people dive into getting all the specs, drawings, and delivery schedules. These are items that you would cover to close a deal after you have truly established a need to change. Of course, let’s not overlook that the quote is needed tomorrow; there is a pending order in the mind of the sales person because the prospect said so. Did you ever call back and find out they never released the job? What is the real reason for the given deadline?
3) Eliminate wasting time on prospects not committed to change
This is the all-important subject. Is the prospect willing and ready to change? There is a huge difference between “willing” and “ready”. If they are ready to change they should have a plan in mind and be able to discuss the steps they see to make the transition (if there is no plan then this indicates commitment to change).
4) Do not react to any request first without qualifying
This obviously would include quoting, but let’s identify other requests. Samples are one of the first requests to which people jump that kills time and resources when preparing a sample. In that case, you might ask, “Why do they need your sample?”
5) Lack of lead generation and marketing to drive more prospects
One factor that is important to understand is the lack of a good routine and qualifying process. The more the routine is adhered, the more your performance increases. There is more scoring in the last two minutes of a football game than all the other time combined. Obviously, this is driven by a sense of urgency and doing what one must do to come out on top.
In short, by addressing these factors that lead to failure, you can save yourself from falling prey to “time suckers.” By examining and honing your approach, you will find that you can accelerate the sales process and positively impact the bottom line.