Master qualifying in sales process for Retail Trade

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[Music] how do you transform the conversations that you're having with someone when you receive an inbound lead the problem is that when a lead comes to us we're being engaged late in the buyers own process they've typically done a whole lot of homework and research often they already have a preferred supplier in mind and they're now validating the market this is what are you familiar Maz sales hell because it's very difficult to influence in this phase I'd like to give you a few phrases that can transform the conversation and people have worked with around the world have achieved amazing results with these three simple phrases so when a lead comes to ask and the person is in their mode of asking us all of these questions you simply say hey absolutely Mary I'll provide all of that information hey but do you mind if I ask what's happened inside your own organization that's caused you to want to be looking at this right now and the reason that question is important is because it gets to what was the trigger events or what's the commercial value of the business case of change and if the person won't engage with you in their conversation rather than traditional sort of qualification frameworks like bands budget Authority need timeline or other frameworks like medic that you might be using if you're in the tech industry rather than using those qualification acronyms to determine is this person worth investing time with or am I just wasting all of my effort it's the degree to which they engage with you that really answers that question so if they won't answer that question or engage with you you're probably not going to win so that's the first question hey what's happened inside the organization that's caused you to be looking at this now the next follow-up question that you want to ask is if you were to make a change what better business results would the organization or you and your role expect to get so you want to ask that question right so what's happened that started them down this path and then if they were to change what improved or better business result would they expect to get for the organization and them in their role and again that's starting to uncover business case and if they go look I don't even know why you're asking so I'm just trying to understand what the business case would look like for you to be able to secure the right level of funding for this initiative obviously you're going through a lot of time and effort in running this evaluation process and I just want to make sure that you're able to get the necessary level of funding you know for me I've worked in the software industry for decades and it's very common for clients to come to market thinking that they know what they want but not really understanding what it takes to be successful and they under fund the initiative and they end up implementing a technology or a piece of software successfully but they don't run it as a change program effectively and they therefore don't get their result so they're the first two really important questions the third question is where do you see the risks of implementing this successfully so if you can ask those three questions what you do is you get to business case who typically cares about this what results that they need to achieve and where they see their risks and the degree to which they'll engage in their conversation is the degree to which you're likely to actually win the opportunity [Music]