{"id":104,"date":"2015-12-15T09:28:42","date_gmt":"2015-12-15T03:58:42","guid":{"rendered":"https:\/\/myblog.medtreatserve.com\/?p=104"},"modified":"2023-11-09T10:31:24","modified_gmt":"2023-11-09T05:01:24","slug":"making-intelligent-sale-5-power-disqualifiers","status":"publish","type":"post","link":"https:\/\/braintannica.com\/blog\/making-intelligent-sale-5-power-disqualifiers\/","title":{"rendered":"Making Intelligent Sale: 5 Power Disqualifiers"},"content":{"rendered":"

I recently attended a conference in New Delhi where delegates from nearly 50 countries from Africa, Middle East and SAARC nations participated to discuss the future of medical value travel industry in India. At the end of the 3 day conference, we gathered contacts of more than 350 delegates. Obvious question now was how to work on these leads and make them spin revenue for us? Should we chase all 350 persistently or can we adapt a smarter framework to filter them and then go hammer-and-tongs on the potential ones?<\/p>\n

Most salespeople dive right into persuasion and salesmanship with their universe.\u00a0 And that is a mistake! An 80\/ 20 sales and marketing connoisseur knows that even after you have stimulated interest and positioned yourself properly, there\u2019s still another step you need to make before you try to convince anybody of anything. That step is: You must DISQUALIFY people who don\u2019t fit.<\/p>\n

So when we started out calling these leads, we knew that 80 percent of those leads are cold to lukewarm and a complete waste of energy and fewer than five percent were actually worth following up and less than half of those would actually buy. So we hatched a plan to call each potential lead and ask right questions and save ourselves enormous amounts of time by disqualifying those that do not make the cut.\u00a0It\u2019s called The Five Power Disqualifiers \u00ae<\/span>, <\/span>a process exemplified John Paul Mendocha, a former gambler and now a marketing and sales expert.<\/p>\n

John reduced the sales process to the following 5 essential requirements that are always present when a sale is made.<\/p>\n

\"5<\/a><\/p>\n

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  1. \n

    Do they have Money?<\/h2>\n<\/li>\n<\/ol>\n

    The outcome of a Sale Pitch eventually boils down to whether the client has willingness to pay; has sufficient budget to spend; and is convinced on getting value for the buck they spend.<\/p>\n

    We must understand if there is congruence between what client thinks is worth to get the desired results (the return), and what we think is necessary to produce those results (the investment).<\/p>\n

    Some clients have no money while some markets itself are defined as a herd of moneyless people. We must figure out early in sale cycle whether the client has money and more importantly, a willingness to spend that money on our offering. A wise salesperson would smell a resistance to spend and alarm herself to slow down and address client\u2019s concerns first. This process of slowing down and self-alarm is called addressing the ‘Yellow Lights’, <\/strong><\/em>explained in FranklinCovey’s Helping Clients Succeed<\/a> <\/strong><\/span>methodology.<\/em><\/strong><\/p>\n

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    1. \n

      Do they have a ‘Bleeding Neck’<\/em>?<\/h2>\n<\/li>\n<\/ol>\n

      \"Urgency<\/a>A Bleeding Neck<\/strong> is a dire sense of urgency, an immediate problem that demands to be solved. Right now! If you want to make the big bucks, your offering has to deal with something that involves one or both of the following:<\/p>\n

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      1. Assuage pain and great inconvenience, loss of money, threat of loss, and\/ or<\/li>\n
      2. Provide some emotional gratification that borders on the irrational. Big pain, big pleasure.<\/li>\n<\/ol>\n

        Stuff that hits really close to the jugular or pocketbook. Serious money is always found in those places. Such scenarios gives marketers an opportunity to upsell products and refine their services to appeal to their high-paying client as “Gourmet” products.<\/p>\n

        If you want client to loosen their purse strings tomorrow, their problem today needs to be u-r-g-e-n-t<\/em> and your product must offer value to the client. That brings us to the most critical power disqualifier amongst the five… your product’s Unique Value Proposition.<\/p>\n

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        1. \n

          Do they buy into your Unique Selling Proposition (USP<\/em>)<\/h2>\n<\/li>\n<\/ol>\n

          \"USP<\/a>If you\u2019re just going into a market, the question is, what big benefit will the client buy into? What kind of deal would they snatch up without thinking twice? What benefit do they want that your competition is not promising? A Unique Selling Proposition (USP) is your unique answer to these questions:<\/p>\n