Focus on highly qualified prospects
Posted: Sat Apr 19, 2025 4:39 am
Sales objections are real opportunities to understand your prospects' needs and build lasting relationships.
You can't forget that your solution isn't for everyone and not all customers are the same.
The first thing you have to consider is that the customer isn't interested in the product itself. What they're interested in is what they think your product can do. Specifically, how this can be turned into something that benefits them.
Use sales objections as a way to qualify leads in your funnel. This helps you eliminate prospects who aren't a good fit for your product or service. You can then focus all your efforts on those prospects who have the potential to become ideal customers.
Do a good prospecting
As Jeb Blount said, “A brutal fact is that the number one reason for sales failure is an empty funnel. The cause of an empty funnel is a lack of or poor prospecting.”
That's why we must do good prospecting . We do this by identifying the people we're interested in attracting. Then we must think about how our product or service will add value to their business.
Have you noticed through sales objections that the prospect isn't student database a good fit for your product? Take advantage of this opportunity to refine your funnel and mark it as an unqualified opportunity within your sales process .
Ideal clients
According to Lincoln Murphy 's ideal customer profile , ideal customers meet these three characteristics:
- Prepared : They have a problem they need to solve.
- Willing : They are ready to act and solve that problem.
- Capable : They have the budget and authority to solve the problem.
If your prospects have these traits, good objection management will help you identify their main needs. You can then tailor your communication based on them.
You can't forget that your solution isn't for everyone and not all customers are the same.
The first thing you have to consider is that the customer isn't interested in the product itself. What they're interested in is what they think your product can do. Specifically, how this can be turned into something that benefits them.
Use sales objections as a way to qualify leads in your funnel. This helps you eliminate prospects who aren't a good fit for your product or service. You can then focus all your efforts on those prospects who have the potential to become ideal customers.
Do a good prospecting
As Jeb Blount said, “A brutal fact is that the number one reason for sales failure is an empty funnel. The cause of an empty funnel is a lack of or poor prospecting.”
That's why we must do good prospecting . We do this by identifying the people we're interested in attracting. Then we must think about how our product or service will add value to their business.
Have you noticed through sales objections that the prospect isn't student database a good fit for your product? Take advantage of this opportunity to refine your funnel and mark it as an unqualified opportunity within your sales process .
Ideal clients
According to Lincoln Murphy 's ideal customer profile , ideal customers meet these three characteristics:
- Prepared : They have a problem they need to solve.
- Willing : They are ready to act and solve that problem.
- Capable : They have the budget and authority to solve the problem.
If your prospects have these traits, good objection management will help you identify their main needs. You can then tailor your communication based on them.