{"id":3199,"date":"2016-06-13T12:42:00","date_gmt":"2016-06-13T17:42:00","guid":{"rendered":"http:\/\/selectmetrix.com\/?p=3199"},"modified":"2019-05-17T05:58:55","modified_gmt":"2019-05-17T10:58:55","slug":"positive-prospects-are-trouble","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2016\/06\/positive-prospects-are-trouble\/","title":{"rendered":"Positive Prospects Are Trouble"},"content":{"rendered":"<div class=\"boldgrid-section\">\n<div class=\"container\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<h3>Prospects have many moves they learn at prospects\u2019 school, but one of the most lethal is the positive move. &nbsp;The positive move is when the prospect appears to be eager to purchase your solution, especially early in the sales process.<\/h3>\n<p class=\"\">Don\u2019t get me wrong, there are always \u201cblue birds\u201d that fly in to a salesperson. &nbsp;Blue birds are minimal qualifying, quick-closing deals that close so fast that they may not even make it onto the forecast. &nbsp;They are extremely rare\u2026but salespeople are always entranced by them. &nbsp;Prospects seem to be aware of these blue birds and will sometimes use a mechanism that mimics a blue bird.<\/p>\n<p>The prospect becomes overly positive. &nbsp;I believe they have a clear motive for doing it. &nbsp;When prospects go positive, salespeople tend to dial down (or turn off) their qualifying skills. &nbsp;The salesperson stops asking qualifying questions about money, timing, decision process, etc. &nbsp;They shorten the meeting and quickly add the prospect to the forecast as a quick close. &nbsp;It is at this point that the \u201cprospect\u201d can quickly disappear in to the ether, never to be heard from again.<\/p>\n<p class=\"\">When prospects go positive, the salesperson has to go more positive. &nbsp;They need to ask questions about what it will take to get a purchase order today. &nbsp;Also, what is the ideal installation\/delivery\/solution date? &nbsp;Notice how this approach takes the prospect further positive\u2026if they are not a blue bird, they will start moving in a negative direction. &nbsp;This movement is the key. &nbsp;Now the salesperson can start requalifying the opportunity. &nbsp;And they need to approach it as a fresh start, new opportunity\u2026that may or may not make it to the forecast based on what the salesperson learns as they start requalifying.<\/p>\n<p class=\"\" style=\"text-align: center;\"><span style=\"color: #ffffff;\"><strong><a class=\"btn btn-pill btn-color-5 btn-glow\" style=\"color: #ffffff;\" href=\"http:\/\/selectmetrix.com\/contact-us\/\">Contact Us Today<\/a><\/strong><\/span><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Prospects have many moves they learn at prospects\u2019 school, but one of the most lethal is the positive move. &nbsp;The positive move is when the prospect appears to be eager to purchase your solution, especially early in the sales process. Don\u2019t get me wrong, there are always \u201cblue birds\u201d that fly in to a salesperson. &nbsp;Blue birds are minimal qualifying, quick-closing deals that close so fast that they may not even make it onto the forecast. &nbsp;They are extremely rare\u2026but salespeople are always entranced by them. &nbsp;Prospects seem to be aware of these blue birds and will sometimes use a mechanism that mimics a blue bird. The prospect becomes overly&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2016\/06\/positive-prospects-are-trouble\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":46829,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"follow","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9],"tags":[1320,142,1185],"class_list":["post-3199","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-techniques","tag-sales-qualfying","tag-sales-technique","tag-selling-approach"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-PB","jetpack-related-posts":[{"id":56110,"url":"http:\/\/selectmetrix.com\/blogs\/2019\/10\/gathering-giving\/","url_meta":{"origin":3199,"position":0},"title":"Gathering > Giving","author":"Derrick Moe","date":"October 2, 2019","format":false,"excerpt":"This statement is going to sound blunt, but gathering information is always more important than giving information in a selling process. \u00a0This truth may sound counterintuitive to the stereotypical sales process. \u00a0However, it is crucial to understand this approach. The stereotypical thought is that good talkers make good salespeople. \u00a0I\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/10\/Listening.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/10\/Listening.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/10\/Listening.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1399,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/qualifying-is-in-the-questions\/","url_meta":{"origin":3199,"position":1},"title":"Qualifying Is In The Questions","author":"Derrick Moe","date":"January 31, 2008","format":false,"excerpt":"Successful selling is far more than being a smooth talker.\u00a0 It requires the ability to listen attentively and move within the conversation.\u00a0 This principle is discussed in a ManageSmarter.com commentary titled Build Sales Relationships: Consultative Questioning. The opening recollection of the author's first sales position is excellent: I marched into\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1362,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/the-toughest-topic-to-qualify-money\/","url_meta":{"origin":3199,"position":2},"title":"The Toughest Topic To Qualify-Money","author":"Derrick Moe","date":"January 3, 2008","format":false,"excerpt":"It's not really when you know how to do it.\u00a0 Unfortunately, many salespeople have a distinct weakness when it comes to even broaching this topic with a prospect.\u00a0 This weakness leads to compounded expenses in that the salesperson will typically invest time and resources on a prospect who will disappear\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":5020,"url":"http:\/\/selectmetrix.com\/blogs\/2017\/05\/best-salesperson-traits\/","url_meta":{"origin":3199,"position":3},"title":"Best Salesperson Traits","author":"Derrick Moe","date":"May 22, 2017","format":false,"excerpt":"Two crucial salesperson traits that rarely get discussed. Ok, not my list but Bill Golder\u2019s article on LinkedIn:\u00a0 Top 5 traits of the best sales people I've ever seen The list hits on two traits that I believe are crucial to sales success.\u00a0 The first is curiosity.\u00a0 This trait sounds\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/05\/Toolbox.jpg?fit=273%2C228&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":850,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-case-for-selling-systems\/","url_meta":{"origin":3199,"position":4},"title":"The Case For Selling Systems","author":"Derrick Moe","date":"April 24, 2007","format":false,"excerpt":"Some companies believe selling systems are restrictive.\u00a0 Other companies view them as methodical and clumsy.\u00a0 I, for one, am not a fan of the sequential step approaches that require this question be asked first, followed by this question and so on.\u00a0 Those approaches drip with insincerity. But a selling system\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":488,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/disqualifying-prospects\/","url_meta":{"origin":3199,"position":5},"title":"Disqualifying Prospects","author":"Derrick Moe","date":"December 7, 2006","format":false,"excerpt":"Selling entails many skills and aptitudes, but one thing that is often overlooked is the ability to disqualify prospects. Selling Power offers up this article - How to Disqualify Leads - which provides a thorough explanation of techniques. First, a great image that I have not heard used in this\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Positive-Sign.png?fit=560%2C315","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3199","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=3199"}],"version-history":[{"count":4,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3199\/revisions"}],"predecessor-version":[{"id":46830,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3199\/revisions\/46830"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media\/46829"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=3199"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=3199"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=3199"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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