B2B Selling: How to Handle “I’m Not Ready to Talk to Sales Yet” – Part 1

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One of the toughest tasks for a sales person is engaging a prospect that is in the early stages of a new project and dismisses the need for help. Their response sounds something like this “I’m not ready to talk to sales yet, we’re just researching solutions right now…”. This is often followed by the dreaded, “I’ll contact you if I need more information”.

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B2B Selling: How to Handle “I’m Not Ready to Talk to Sales Yet” – Part 1

  1. 1. LeadLifter.com1B2B Selling: How to Handle “I’m Not Ready to Talk to Sales Yet” – Part 1One of the toughest tasks for a sales person is engaging a prospect that is in the earlystages of a new project and dismisses the need for help. Their response sounds somethinglike this “I’m not ready to talk to sales yet, we’re just researching solutions right now…”. Thisis often followed by the dreaded, “I’ll contact you if I need more information”.This is surprisingly easy to handle if you’re prepared, but a momentum killer if you aren’t.Since the majority of the 70,000+ B2B leads that we’ve captured for our IT Technologyclients over the last 4years fall into this category, I thought we might share one way tohandle the objection and turn it into your advantage.Our approach to solving this is based on 20 years of selling high-end IT gear to largecommercial organizations and the Federal Government in both the pre- and post- internetera. To sell at this level, you must capture the customer’s curiosity and then wire thecustomer’s future requirements to fit your solution. This will work wonders but there are noshort cuts!Step 1 – You must create value in the eyes of the prospect at their current stage in the buyingcycle – researchResist the temptation to “sell them”. They don’t care about your solution. What they reallyneed help defining are PROJECT REQUIREMENTS.For a project of any significant size ($50K and up), most organizations will need tothoroughly define their requirements. So why do you launch into your product featuresand/or benefits?Take a different approach, give them what they NEED by asking the Golden Question.Yes, there is a Golden Question that you can ask to 1) instantly elevate your value, and 2)start the process of “wiring” your solution into their project requirements.The Golden Question – via Phone or Email“Mr./Ms. Prospect,I completely understand you are in the early stages of your project so may I ask you a question (builds curiosity)?Have you defined the requirements for your SAN Storage project, or no?If not, I’d be happy to send you our “Top 20 Customer Requirements for a SAN Storage Solution”. This list wascompiled from dozens of our storage customers and could be a starting point for your project.I’d be happy to send you an electronic version to use however you wish, just reply with “send me the requirementsdoc” and I’ll get it out to you, no strings attached. Then, you can contact me when you are ready.Thank you for your interest.Sincerely,
  2. 2. LeadLifter.com2Top Sales Guy”This may sound simplistic but it accomplishes several key things.First, it builds trust because you are listening to the customer and understand he is justresearching.Second, it asks the Golden Question in a way that the prospect is compelled to answer“Have you defined the requirements for your XYZ project, or no? The “or no” part isimportant because it gives the prospect an opening to tell you no, he hasn’t.Third, any prospect that is serious now or in the future will want that “Top 20Requirements…” list that was created by other customers…trust me. Just be ready toprovide it in a form the prospect can use internally to help sell your products/services; nomarketing fluff.Creating the Top 20 Requirements DocumentIn the next part, I will show you an actual example of a SAN Storage Project “Top 20Requirements” document. You would, of course, need to tweak it to fit your specific solutionbut I’ll provide two different versions.Download the Top 20 Customer Requirements for a SAN Storage Solution (RFP version)@ http://www.b2bconversationsnow.com/Top_20_SAN_Features_v2.0_RFPGeneric.pdfTo boost RFQ and convert more website traffic visit: http://www.LeadLifter.com

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