One of the best ways to determine who actually does make it into your sales cylinder is to make sure you avoid one of the biggest mistakes 80% of salespeople make when qualifying.  And that is to overlook or not react to obvious Red Flags prospects give during the initial qualifying call.

In their haste or desperation to “generate a lead" or to “fill their pipeline," most sales reps will hope that any possible objection they hear on the front end will miraculously go away once the prospect sees their information or product or service, etc.

But you all know from experience -- it never does. 

In fact, the rule for calling back leads is that:

Leads Never Get Better!
What appears to be an objection or deal killer on the front end, always is.

A sales rep told me about a prospect who wasn't calling him back, and who (once he did reach him) told him that he was leaving the company.  He wrote to me and said, “I guess intuitively I knew he wasn't the right guy to make the decision anyway."

And I'll bet he intuitively knew this because he heard (but didn't question) the Red Flags the prospect raised during the qualification call. 

You can’t ignore these Red Flags!  Do what the Top 20% do:  As soon as you hear something that triggers your intuition or that gives you that sick feeling in your gut, stop and ask the tough qualifying questions! 

Here are some examples you can begin using today:

If someone says that they usually buy from ________, but would like to see your information, ask:

“Why would you switch vendors?"  Or

“How many other companies have you looked at in the last six months?"

And then: "And how many did you go with?" 

If someone says that they will pass your information on to ________, say:

“Thanks.  So that I make sure I'm not wasting her time it's best that I speak with her for just a few minutes.  Can you please tell her that (your name) is holding please?"  (If you're then told they are not available, make sure and get their direct line or that person's extension and keep calling until she picks up.

If someone says that they'd be glad to look it over, ask:

“Great, after you do, and if you think that it can help you (or your business, etc.), when would you move on it?"

And so on.

Trust me, if you want to close like the Top 20% then you have to start questioning the Red Flags. 

Remember: It's better to disqualify the non buyers early rather than to spend your time and energy chasing and pitching people who are never going to buy.

Plus it means that you have more time to find real buyers. 

So this week, write up questions to the Red Flags you currently get and begin using them!  You'll feel so much stronger as a closer, and you’ll begin making more money.  Believe me, it’s a win/win.