How to Make
Prospect Meetings Success Stories Not Mystery Novels
A website consultant meets a potential prospect at a networking event. The prospect likes what he hears and both agree to connect next week set up a time to meet. Next week the prospect becomes strangely unavailable, and after four calls, the consultant lets the possibility die.
An event planner had a great first meeting with her prospect and had identified a number of concerns. During the second meeting she provides a proposal to address those concerns. The prospect likes what she hears and tells the event planner that her proposal looks good; she just needs to run it by the management team. When the event planner checks back in a few days later, she is told the company has decided to work with someone they have used before.
Incidents like these happen every day and explain why many consultants never achieve the success possible to them. But what explains incidents like this, how do so many good beginnings have such disappointing endings? What explains them is the absence of an effective qualifying sales process: asking the right questions at the right time and in the right way. This is the skill that must be developed if consultants are going to win more.
In this immediately actionable talk, Carl Harvey, a sales development expert and author of the book, “What’s Stopping You”, will layout just such an effective sales qualifying process
What you will learn: the mindset perspectives you must own if you are to be effective at executing a qualifying sales process; the six factors that you must ask about that determine rightness of fit, when to ask these questions and how to ask them (the languaging) and the answers you must hear; and why good qualifying is looking to disqualify your prospect, and how to it to win more.
By learning how to qualify more effectively you will begin to win those opportunities you have been losing and walking away from those you can’t win and knowing why.Our Presenter:
Carl Harvey, principal of Success and Self Esteem
The recording will be provided to registrants.
PREPARATION FOR THE WEBINAR:
You will be sent a link to access the webinar via email. Please plan to setup 10 minutes prior to the start.
1. Attendees will be muted. No webcams necessary. You can use the Q&A or Chat function to ask questions. These questions may be held until the end.
2. If you are attending on a smartphone (Android or iPhone) or on a tablet, you will need to download the Zoom app before starting.
3. Please login a few minutes before the webinar to make sure you are connecting properly. Use an up-to-date browser such as Chrome or Firefox.