00:00:11another edition of ask Evan in today’s
00:00:13video I’m going to answer questions from
00:00:15when my readers k who has a problem with
00:00:17her sales process so I’ll read the email
00:00:19that she wrote it d repin thank you for
00:00:21the great emails that you’re always
00:00:22sends me it helps with my business I
00:00:23highly appreciate them they’re really
00:00:25helpful I’m kindly requests in your help
00:00:27I have a huge problem with prospects we
00:00:31always put through a presentation and I
00:00:32could sense and see the deal is closed
00:00:34or sometimes even tell me that there one
00:00:36over the next thing when I look win to
00:00:38give me the silent treatment they no
00:00:40longer want to go ahead with the deal
00:00:41and the worst part is they don’t inform
00:00:43me that just keep quiet what do i do I
00:00:45call them back when email them follow up
00:00:47or what I don’t want to see my with the
00:00:49desperate selfish sales person who only
00:00:51thinks about myself and getting the cash
00:00:52please help your assistance will be
00:00:54highly appreciated kind regards k so
00:00:57can’t couple ideas for you the first
00:00:59thing I would do is try to figure out
00:01:00why they’re saying no and I would go to
00:01:03some of the prospects that you had maybe
00:01:05a better connection with and just ask
00:01:07them nope I understand we’re not going
00:01:09to visit together that’s fine it really
00:01:10helped me if you could let me know no
00:01:12what happened or why you know you’re not
00:01:14able to go ahead with the decision you
00:01:16can try you want it over the phone you
00:01:18can try doing it by email but seeing
00:01:20genuine let them know that you know
00:01:22you’re not trying to get the sale you’re
00:01:23just trying to improve yourself and make
00:01:26a better presentation for next time to
00:01:27other customers and when you approach it
00:01:29like that and they know that you’re not
00:01:31try to sell them use your the more open
00:01:33to be able to give you that kind of
00:01:34feedback I want to find out what is
00:01:37something wrong with you or are they
00:01:39just not buying your products or was a
00:01:42price too high or is it too much
00:01:44competition whatever it is you want to
00:01:46find out the main reasons why people are
00:01:49not you know what a good vibe from you
00:01:50the second thing is you might want to
00:01:53think about trying to do a better job of
00:01:54qualifying people before you go in and
00:01:56do a presentation a lot of times people
00:01:58will sit through a presentation say yes
00:02:00it’s great yes that’s great just because
00:02:03they want to seem a
00:02:04be able right you don’t want to
00:02:05disappoint you they don’t want to kick
00:02:06you out of their office they just can’t
00:02:09wait for you to leave but they’re trying
00:02:10to be nice so they’ll look like they’re
00:02:12really into it and then not end up
00:02:15making the deal so you might want to
00:02:16qualify people before think about some
00:02:19of the questions that you might be able
00:02:20to ask find out if they buy your type of
00:02:22product kind of they have a budget and
00:02:24low those questions before you go in and
00:02:26do a presentation so maybe that’s done
00:02:28by email maybe that’s done by phone
00:02:30maybe it’s even done by person but
00:02:32before you get into a long presentation
00:02:34you want to try to prequalify some of
00:02:36your your prospects so tap for me I’ll
00:02:40run a google glass of my groups and
00:02:41these are entrepreneurs we get together
00:02:42once a month but we talk about our
00:02:43business and it’s a paid membership
00:02:45group and you have to be on the startup
00:02:48stage be able to get it the group so
00:02:49most businesses are at least three
00:02:52hundred thousand to a million dollar a
00:02:53year range trying to get to that next
00:02:55step so if you’re under a few hundred
00:02:57thousand dollars then you’re not gonna
00:02:59be a good fit for the group love that
00:03:02you know you’re not a great person or
00:03:03you might not have a great business it’s
00:03:05just that it’s not a good fit for what I
00:03:07sell right so I could meet with all
00:03:10these people I can tell them all about
00:03:11the benefits of it give them lots of
00:03:13free advice but at the end of the day
00:03:15you’re not going to be able to be a good
00:03:16client because they’re not in that range
00:03:18or if they can’t afford to members your
00:03:20feet again they might come out and meet
00:03:23with me and say hey this is really great
00:03:25but then Vienna they don’t have that
00:03:26budget so before I go away and spend a
00:03:30lot of time meeting with people I’ll
00:03:32always try to prequalify them i’ll check
00:03:33out their website I’ll you know ask them
00:03:36if they look too small what their
00:03:37revenues are I’ll let them know about
00:03:39the prices involved so that both of us
00:03:42are wasting our time right you don’t
00:03:44want to waste your time doing the
00:03:44presentation and customers don’t want to
00:03:46waste their time sitting through
00:03:47something that’s not going to be of
00:03:48interest to them so try to prequalify as
00:03:50much as you can the last thing that I
00:03:53would think about is if if you found
00:03:55that they are really committed and
00:03:57they’re saying they want to buy get some
00:03:59kind of
00:03:59commitment right there on the spot so
00:04:01get an order on the spot even if it’s a
00:04:04small order get their commitment to want
00:04:06to move forward especially if they told
00:04:08you yeah I really like what you’re doing
00:04:09here don’t leave that office without
00:04:11having some kind of confirm there except
00:04:13for what’s going to happen and as much
00:04:15as well so try to get them to decide so
00:04:17I hope that helps ok so again I look at
00:04:21calling up prospects who didn’t far from
00:04:23you and see you know what was the
00:04:25problem try to get some feedback then I
00:04:28would go and look at different ways to
00:04:30qualify your prospect make sure that
00:04:33they are actually interested in it and
00:04:34they can afford and and they are the
00:04:36right potential customer for you and
00:04:38then at the end of the day or go back
00:04:40and try to get that signed deal get some
00:04:42equipment to want to move forward for
00:04:43the next process so I hope that helps if
00:04:45you guys liked the video please give it
00:04:47a thumbs up below I’d also love that
00:04:48your thoughts and feedback if you want
00:04:50to leave a comment below this video and
00:04:52stay tuned for the next episode
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