Sales Closing Techniques | Soft and Hard Closes

[@techsales-higherlevels]

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[@michkim4697]

agree that you should prequalify your clients by asking lots of questions up front. not all people you talk to will end up as your clients and its important to dedicate your resources to the greatest yield. thanks for the informative video 😀

[@vshemetavets]

Hey Eric, I've discovered your channel recently and just wanted to say thanks for the top-notch content you're putting here. I'm curious about your approach on disqualifying the prospects - for example in cases when a customer doesn't have immediate need or their organization structure / methodology is not quite there yet for a tool / solution the company provides. I assume that there should be a very rigid qualification criteria the sales team should use in order to move or not to move forward with the prospect after the discovery stage. But where's this line when sales folks should slightly push on a prospect or - vice versa, disqualify them early on in your opinion? Especially for cases that are somewhat ambiguous.

[@techsales-higherlevels]

Ya no right answer here and it depends where you're at personally from a pipeline perspective. I've met reps that almost always want to take a first call, and others that are insistent that they won't unless there is a real need. With regards to a specific disqualification process, you need to determine if your primary prospect is truly a champion or just a coach (likes to talk, can use the tech, but doesn't have the ability to introduce you to economic buyer). If it's a strategic account I may take a few conversations with a coach but ensure I'm only providing trial software if we're introduced to the person who would sign a deal, etc... Lastly it's really important to set success criteria for a POV upfront with the expectation that if you deliver on it they will buy. If they can't commit to a set criteria or keep changing their requirements, they're probably not solving a serious enough problem. No exact science here. I also thing pending how you lead discovery, asking questions like 'what happens if this isn't solved 6 months from now' is an example of one way to really gage how serious they are. Lmk if you have follow-up questions, there's a lot that's going to be situation and company specific.

[@vshemetavets]

@@techsales-higherlevels that's awesome, thank you so much for a detailed answer! There's a lot here to unpack - I've shared it with our team 🙂