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