There are salespeople who are great at prospecting—identifying, cold calling and obtaining permission to quote potential customers—but their efforts do not generate sales. The failure to obtain sales may result from not properly qualifying prospective clients.
Qualifying is where the questioning and detailed needs analysis phase of the face-to-face sale occurs. In this phase the salesperson strives to discover what the prospect will buy, when they will buy, and under what conditions they will buy. It allows the prospect to identify and verbalize their level of interest, specific wants and detailed needs in the product or service the salesperson is offering.
Failure to properly qualify a prospect can result from a salesperson’s unrecognized negative tendencies, such as:
- Demonstrating impatience through body language.
- A presentation which is not organized.
- Formulating a reply, rather than listening to the prospect’s needs.
- Dominating the sales presentation.
Qualifying is only one of the 6 phases of the sales process. Other phases include: Prospecting, First Impression, Demonstration, Influence and Closing. To maximize success, it is important for a salesperson to determine in which phases weaknesses exist, and then identify the tendencies lending to the weaknesses—a task easily said but harder done.
Self-awareness is important in every aspect of life, including sales. Being self-aware means that you have a sound understanding of who you are as a person, and how you relate to the world in which you live. When you are self-aware, you know your strengths and weaknesses, and how to manage them in the workplace. A self-aware salesperson understands and works to overcome the tendencies which lend to attaining less than maximum success.
Becoming more self-aware isn’t as easy as flipping a switch.
Using an assessment to gauge a person’s behavior is an extremely effective way to become more self-aware. When recruiting sales talent, our firm utilizes TriMetrix DNA Sales. This assessment reveals a salesperson’s strengths and weaknesses within each of the six phases of the sales process. Additionally, the results of the assessment lend to creating self awareness within three other key areas: Behaviors, Motivators, and Competencies.
To identify unrecognized weaknesses, which may limit your success, I encourage you to complete this objective sales behavioral assessment. The resulting report will heighten your self-awareness by helping you to understand your tendencies, behaviors, motivators and competencies.