{"id":336,"date":"2006-10-02T15:38:03","date_gmt":"2006-10-02T20:38:03","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=336"},"modified":"2006-10-02T15:38:53","modified_gmt":"2006-10-02T20:38:53","slug":"dqand-i-dont-mean-dairy-queen","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/dqand-i-dont-mean-dairy-queen\/","title":{"rendered":"DQ&#8230;and I Don&#8217;t Mean Dairy Queen"},"content":{"rendered":"<p>It is hard not to trust Dan Seidman when you learn his is the founder of <a href=\"http:\/\/www.salesautopsy.com\" target=\"_blank\">SalesAutopsy.com<\/a>. Selling Power has an article titled <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=1&#038;Layout_ID=571&#038;ARTid=2615&#038;nDate=October+2%2C+2006\" target=\"_blank\">DQ and Move On<\/a> which highlights some of Seidman&#8217;s approach.<\/p>\n<p>I am not familiar with his work, but his advice is spot on. If I could have only one skill in a salesperson, it would be qualifying. It is the backbone of sales success. Every other stage hinges upon strong qualifying.<\/p>\n<p>Seidman hits on an absolute truth (my emphasis):<\/p>\n<blockquote><p>When reps don&#8217;t qualify well, they spend too much time in front of prospects who aren&#8217;t ready or able to buy and that has a direct effect on the revenue they bring in. <strong>Your ability to disqualify first<\/strong> and fast will keep you in front of buyers who are ready, willing, and able to pay you for your products and services, Seidman points out in his book <em>Sales Autopsy: 50 Postmortems Reveal What Killed the Sale<\/em> (Kaplan, 2006). <\/p><\/blockquote>\n<p>Absolutely true. We see this problem constantly in sales. The problem becomes magnified when you have a extroverted, schmoozing salesperson. Many corporate dollars have been spent on fine wine, fancy meals and rounds of golf for prospects who will never close. It is far easier for the salesperson to spend time (and expense money) on a tease of a prospect as opposed to spending their time prospecting for a new opportunity somewhere else.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>It is hard not to trust Dan Seidman when you learn his is the founder of SalesAutopsy.com. Selling Power has an article titled DQ and Move On which highlights some of Seidman&#8217;s approach. I am not familiar with his work, but his advice is spot on. If I could have only one skill in a salesperson, it would be qualifying. It is the backbone of sales success. Every other stage hinges upon strong qualifying. Seidman hits on an absolute truth (my emphasis): When reps don&#8217;t qualify well, they spend too much time in front of prospects who aren&#8217;t ready or able to buy and that has a direct effect on&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/10\/dqand-i-dont-mean-dairy-queen\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_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":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[],"class_list":["post-336","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-5q","jetpack-related-posts":[{"id":417,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/anecdote-more-rapport\/","url_meta":{"origin":336,"position":0},"title":"Anecdote &#8211; More Rapport","author":"Lee Fratzke","date":"November 3, 2006","format":false,"excerpt":"I was watching Selling Power Daily Report and today's video interview is with Dan Seidman of Sales Autopsy. Dan is a sales trainer who has written a book by the same title which is a collection of sales horror stories. In today's video he recalled a horror story that happened\u2026","rel":"","context":"In &quot;Anecdotes&quot;","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2346,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/06\/hiring-stunts\/","url_meta":{"origin":336,"position":1},"title":"Hiring Stunts","author":"Derrick Moe","date":"June 2, 2010","format":false,"excerpt":"Here is a quick read from Yahoo Hot Jobs about desperate hiring moves from candidates.\u00a0 The examples are entertaining \u2013 I suggest you read the article to see the different extremes some candidates will go to for a job. My favorite line from the article (emphasis mine): Career coach Bettina\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1399,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/qualifying-is-in-the-questions\/","url_meta":{"origin":336,"position":2},"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":2589,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/06\/cultural-qualifying\/","url_meta":{"origin":336,"position":3},"title":"Cultural Qualifying","author":"Derrick Moe","date":"June 26, 2015","format":false,"excerpt":"I ran into an old coworker, whom I consider a good friend, at a coffee shop this Friday morning.\u00a0 He is the VP of Sales with 75 or so direct reports.\u00a0 His company is international with a majority of their revenue occurring in Asia. He was telling me about sales\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1775,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/11\/quoting-is-not-qualifying\/","url_meta":{"origin":336,"position":4},"title":"Quoting Is Not Qualifying","author":"Derrick Moe","date":"November 3, 2008","format":false,"excerpt":"I run into this topic often and it is one worth defining.\u00a0 Many companies value quotes as strong sales activity.\u00a0 Now don't get me wrong, quotes are a step in the sales process and typically one that occurs before a close.\u00a0 However, companies that have under-defined sales processes often choose\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":2105,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/09\/q-is-for-qualifying-questions\/","url_meta":{"origin":336,"position":5},"title":"Q Is For Qualifying Questions","author":"Derrick Moe","date":"September 15, 2009","format":false,"excerpt":"I come across this often \u2013 a company wants to hire a superstar salesperson and the hiring manager\u2019s first instinct is to find a loquacious talker.\u00a0 Perhaps you have seen this approach too?\u00a0 Clearly no readers of the Hire Sense would administer this approach in their hiring. Right? Ok, maybe\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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/336","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=336"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/336\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=336"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=336"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=336"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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