any great questions you use to push back on a prospect a bit/filter out tire kickers?
Best DISQUALIFYING questions. GO!
17
Sunbunny31
Politicker
14
Sr Sales Executive ๐ฐ
Is this a budgeted initiative?
Kosta_Konfucius
Politicker
6
Sales Rep
โNo but it will be budgeted soonโ ๐ฉ
CuriousFox
WR Officer
4
๐ฆ
Straightforward ๐ I like it
antiASKHOLE
Tycoon
9
Bravado's Resident Asshole
What happens if you do nothing about the problem?
UncleHoho
Good Citizen
0
Account Executive
Idk why, but this question always feels a bit cheesy to me (maybe just because of how I frame it?) any alternative ways to say this youโve found?
RedLightning
Politicker
7
Mid-Market AE
I usually start with some version of "what led you to take the call." I can tell how serious they are based on that answer and continue to qualify from there.
Pachacuti
Politicker
5
They call me Daddy, Sales Daddy
How much money ya gots?
But if you REALLY want to get rid of a tire kicker? Ask about mngt support of the initiative and tell them you MUST have an actual decision maker on any DCs and Demos.
But if you REALLY want to get rid of a tire kicker? Ask about mngt support of the initiative and tell them you MUST have an actual decision maker on any DCs and Demos.
detectivegibbles
Politicker
4
Sales Director
What does the process look like after I provide a quote?
Diablo
Politicker
1
Sr. AE
They will respond saying โyou are too expensiveโ lol
4
Director of Sales
Seems to me that a lot of sales folks have read all the books, taken all the courses - as I have (i.e. SPIN, Solution, Challenger, etc.). Most seem to take the same concept but toss in some new keywords - it sells books and programs. In my experience of some godawful long time, like 20+ years, I've had the most success by just asking what's up. What do you need, can our solution help? Everyone knows what we are doing, selling shit. Everyone has heard the "what keeps you up at night" canned crap. Right on the get-go, just have a good deep conversation, do some 10K research. If ultimately what you sell isn't something that will change process for the better? Shake hands, part ways, move on to another company that you can impact. Too many VP's, Directors, etc. seem to forget that we (prospect, client, us) are looking to not live in hell. Can you help? If so, cool, chat about it... IDK, maybe I oversimplify but, working with the Walmarts, Disneys n folks of the world, it seems to work better than some script.
UncleHoho
Good Citizen
0
Account Executive
I feel like a wise sales sage just imparted some long forgotten wisdom to me. ๐๐ผ
oldcloser
Arsonist
1
๐
Mr Prospect Dude, you've very well articulated a need. Just as a matter of our internal checkpoints, I find it interesting that someone with your background is inclined to outsource this task. Is it simply out of scope for you or is there something you saw that convinced you we can add value?
SaaSguy
Tycoon
1
Account Executive
"Walk me through your last software purchase" -> if they wont share it usually means, in my experience they arent really serious about this and are kicking tires. Or if they refuse to introduce/set a meeting with the budget owner or stakeholder who actually approves the purchase.
If they do answer it usually gives me a game plan on what we need to get done to something approved + which stakeholders ill need to be threaded with for something to actually get done
If they do answer it usually gives me a game plan on what we need to get done to something approved + which stakeholders ill need to be threaded with for something to actually get done
Maximas
Tycoon
0
Senior Sales Executive
So installments pay option is not available, wondering if you got your budget ready to pay it off one shot!
Diablo
Politicker
0
Sr. AE
I also ask about the alternative solutions they are evaluating which tells me the price range they are expecting.
HVACexpert
Politicker
0
sales engineer
Simply asking for the business or the order, will point you pretty quickly into why that isnโt happening if you donโt get it
Justatitle
Big Shot
0
Account Executive
How has the process worked for buying software in the past?
cw95
Politicker
0
Sales Development Lead
A sphincter, says what.
cw95
Politicker
0
Sales Development Lead
I understand, but what time can we do - go on to suggest YOUR times not theirs.
AnchorPoint
Politicker
0
Business Coach
Budget, budget, and then there is budget.
WheelofCheese
Opinionated
0
Sales Executive
As โcheesyโ as this sounds, Iโve found this question to be effective: โOn a scale of 1 to 10, how would you rank this as a priority (for you, your department, your company)โ If itโs not a 9 or 10, theyโre likely tire kickers.
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