Track Selling System: Step 2 - Qualification
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[00:00:00] Will: In this podcast episode, hosts Marissa and Jason discuss Step Two Of The Track Selling System - Qualification. They highlight the significance of qualifying questions, emphasizing that these questions are not just tools for closing deals, but essential for better communication and building genuine connections.
[00:00:19] Will: The key framework they explore is BANT, Budget, Authority, Need, Timing, also known as BANT, which helps structure conversations to ensure both parties align from the start. Marissa and Jason explain each BANT element, showing how to ask questions that guide the conversation without feeling pushy. For example, they suggest open ended questions to uncover needs and reflective questions to show understanding.
[00:00:46] Will: This approach shifts the focus from a sales driven mindset to one of genuine curiosity, enhancing trust and rapport.
[00:00:54] Will: The conversation also touches on the importance of active listening: truly engaging with what the prospect says, paying attention to nonverbal cues, and resisting interruptions. This creates a space for honest communication and builds stronger connections.
[00:01:10] Will: The hosts stress that a giver mentality, where the salesperson seeks to understand and help, transforms interactions into meaningful engagements. They encourage listeners to apply these principles not just in sales but in everyday life. Enhancing personal and professional relationships. The episode wraps up by inviting the audience to communicate more intentionally, fostering deeper and more fulfilling connections.
[00:01:40] Jason: Hey everyone and welcome back to the Deep Dive. Dive into something pretty crucial today, uh, qualifying questions.
[00:01:48] Marissa: Oh.
[00:01:49] Jason: And, you know, it's one of those things that can make or break a sales interaction, but honestly, it's about so much more than just closing deals.
[00:01:59] Marissa: It really is.
[00:02:00] Jason: It's about becoming a better communicator overall. So get ready to level up your skills. Because I think this is going to be a good one.
[00:02:07] Marissa: I think so too. And, and to your point about being a better communicator, I think that's a really interesting way to frame it because when you think about qualifying, it's easy to get caught up in that sort of like salesy feeling, you know, but it's really about understanding the other person and, and whether what you have to offer is actually a good fit for them.
[00:02:24] Jason: Yeah. I love that because it takes the pressure off, right? It does. Like if you go in thinking, okay, I need to close this deal, you're really approaching it from the wrong angle.
[00:02:32] Marissa: Right.
[00:02:32] Jason: If you shift your mindset to like, how can I genuinely help this person, then the whole conversation changes.
[00:02:39] Marissa: Exactly.
[00:02:40] Marissa: And you start to build trust too, because you're not just trying to push something on them. You're actually trying to understand their needs.
[00:02:45] Jason: Makes sense. So where do we even begin with qualifying someone?
[00:02:50] Marissa: Yeah.
[00:02:50] Jason: Like, how do you actually go about figuring out if a prospect. Well, there's
[00:02:55] Marissa: a handy acronym that we came across in our research that can help us with this.
[00:02:59] Marissa: Oh,
[00:02:59] Jason: I love a good acronym.
[00:03:00] Marissa: Me too! This one's BANT. It stands for Budget Authority Need and Timing.
[00:03:06] Jason: Okay, so it's like a framework for making sure you're asking the right questions.
[00:03:09] Marissa: Exactly. It helps you cover all the bases and make sure you're both on the same page from the start.
[00:03:14] Jason: Okay, I'm liking this already.
[00:03:15] Jason: So let's break it down, starting with B for budget.
[00:03:18] Marissa: Alright, budget. Why is it so important? Well I think it's pretty straightforward if you think about it. You don't want to waste your time, or the prospect's time, if they simply can't afford what you're offering.
[00:03:29] Jason: Right. That's just setting everyone up for disappointment.
[00:03:32] Marissa: Exactly. And it can also lead to some awkward conversations down the road. Oh yeah,
[00:03:37] Jason: totally. Okay, so budget checked off our list. Now, what about A for authority?
[00:03:42] Marissa: Authority. This is all about making sure you're talking to the right person, the decision maker.
[00:03:47] Jason: Yeah, it's surprising how often people end up talking to someone who can't actually say yes to the deal.
[00:03:52] Marissa: It happens all the time, and it's a huge waste of everyone's time and energy.
[00:03:56] Jason: Okay, so we've got Budget Authority, and next up is N for Need. This seems like the heart of the matter, right?
[00:04:02] Marissa: Absolutely, because if the prospect doesn't actually need what you're offering, then there's really no point in continuing the conversation.
[00:04:10] Jason: Right, it's like trying to sell ice to an Eskimo.
[00:04:12] Marissa: Exactly, and this is where asking the right questions becomes an art form.
[00:04:17] Jason: Ooh, tell me more. I love a good question.
[00:04:19] Marissa: Well, our research highlights three types of questions that are particularly effective, open ended, reflective, and directive.
[00:04:26] Jason: Okay, I'm intrigued.
[00:04:28] Jason: Break it down for me.
[00:04:29] Marissa: So let's say you're selling a software solution that helps businesses manage their social media.
[00:04:33] Jason: Okay, I can picture it.
[00:04:35] Marissa: An open ended question could be something like, Tell me about your current process for managing your social media.
[00:04:41] Jason: I see, so you're giving them the space to just talk and share their challenges.
[00:04:45] Marissa: Exactly, and that gives you valuable insights into their pain points and needs.
[00:04:50] Jason: Gotcha. What about a reflective question?
[00:04:53] Marissa: Let's say they mention struggling to keep up with all the different platforms. You could reflect that back by saying, So staying organized across platforms feels overwhelming.
[00:05:03] Jason: Okay, so you're acknowledging their feelings and encouraging them to elaborate.
[00:05:06] Marissa: Exactly. And finally, a directive question could be something like, Would it be helpful if you had a tool that could schedule posts across all your platforms from one central dashboard?
[00:05:17] Jason: Ah, so you're subtly guiding them to see how your solution could help. Yes.
[00:05:21] Marissa: Precisely, without being pushy or salesy.
[00:05:24] Jason: I like it.
[00:05:25] Jason: And that brings us to the final element of Bant T for timing.
[00:05:29] Marissa: Timing is all about making sure your solution aligns with the prospect's time frame.
[00:05:33] Jason: Right, because even if they have the budget, the authority, and the need, if the timing isn't right, It's still not going to work.
[00:05:39] Marissa: Exactly. Imagine they need something implemented next week, but your onboarding process takes a month.
[00:05:44] Jason: Yeah, it's just not a good fit.
[00:05:46] Marissa: Not at all.
[00:05:46] Jason: So, BANT is really about making sure all the pieces of the puzzle fit together. But it's not just about checking boxes, right? It seems like it's more about having a genuine conversation and building rapport.
[00:05:59] Marissa: Absolutely. You hit the nail on the head. I
[00:06:01] Jason: try. It's
[00:06:02] Marissa: about understanding, not manipulation.
[00:06:05] Marissa: And you know, there's actually a fascinating point in the research that builds on this idea of being a giver when asking qualifying questions.
[00:06:12] Jason: Oh. This is where it gets interesting.
[00:06:14] Marissa: Tell me more.
[00:06:15] Jason: Well, it suggests that by genuinely trying to understand the prospect's needs and whether you can truly help them, you're already shifting the dynamic of the conversation.
[00:06:24] Marissa: Okay, I'm hooked. We'll have to hear all about that after a quick break. Stay tuned to find out how this giver mentality can transform your communication skills.
[00:06:32] Will: Thanks, Marissa. Are you ready to connect with clients on a deeper level? Track Selling Workshops teach you how to master the art of Step 2 qualification, of our proven 7 step process. Learn how to ask the right questions, uncover real needs, and build trust from the start. Join a workshop today and discover the power of genuine connection in sales.
[00:06:58] Will: Now back to the podcast.
[00:07:03] Jason: So as I was saying, um, the research suggests that like when you're When you're genuinely trying to understand the prospect's needs and like, whether you can truly help them, you're already like, shifting the dynamic of the whole conversation.
[00:07:14] Marissa: Yeah, instead of going in with that what can I get from you kind of vibe. It's more like, how can I help you? Yeah, it's a subtle shift, but it makes a huge difference.
[00:07:23] Jason: It really does. So we've talked about the different types of questions and the BANT framework, but let's get even more practical.
[00:07:29] Marissa: Okay.
[00:07:29] Jason: What are some specific questions that you could ask to qualify a prospect? Based on those bant elements.
[00:07:36] Marissa: Alright, let's start with budget.
[00:07:37] Jason: Okay.
[00:07:37] Marissa: A direct question could be something like, Have you allocated a budget for this type of solution? But you could also take a softer approach with something like, What's the typical investment range you consider for solutions like this?
[00:07:50] Jason: Yeah, I like that second one. It feels less like you're putting them on the spot.
[00:07:54] Marissa: Right, exactly.
[00:07:55] Jason: Okay, what about authority?
[00:07:56] Marissa: For authority, you could ask, who else is involved in making this decision? Or, is there anyone else I should loop in on this conversation?
[00:08:03] Jason: Perfect, those are good ones. Now what about need?
[00:08:06] Marissa: Need is where those open ended questions really shine. Instead of asking like, Are you having problems with X? Try something like, Tell me about your current process for handling X.
[00:08:17] Jason: Yeah, that gives them a chance to really open up and share their pain points.
[00:08:20] Marissa: Yeah, exactly. And it helps you understand their needs on a deeper level.
[00:08:24] Jason: And how about timing? What are some questions you could ask to understand their timeframe?
[00:08:30] Marissa: You could ask, when are you hoping to have a solution in place? Or, what's your ideal timeframe for implementation?
[00:08:36] Jason: Okay, so you get a sense of how urgent it is for them.
[00:08:40] Marissa: Right, and whether your solution can meet their timeline.
[00:08:43] Jason: This is all making so much sense. But what happens if a prospect is hesitant to answer certain questions? What if they don't want to talk about budget?
[00:08:52] Marissa: That's a great question. Remember, qualifying is a dance, not an interrogation.
[00:08:57] Jason: Okay, I like that.
[00:08:58] Marissa: You want to be curious and engaging, not pushy.
[00:09:01] Marissa: Sometimes you need to reframe the question. Okay. So instead of directly asking about their budget, you could say something like, To give you the most relevant information, it would be helpful to know what kind of investment range you're typically comfortable with for similar solutions.
[00:09:14] Jason: Ah, that's much smoother.
[00:09:15] Jason: Yeah. Doesn't feel as confrontational.
[00:09:16] Marissa: Exactly. You're still getting the information you need, but in a way that feels more collaborative.
[00:09:21] Jason: So we've covered BANT, different types of questions, and even how to handle tricky situations. But there's one thing I keep coming back to, this idea of being a giver when asking qualifying questions.
[00:09:32] Jason: Yeah. Can you unpack that a bit more? What makes this approach so powerful, even beyond sales?
[00:09:38] Marissa: Well, what's fascinating here is that this giver mentality can actually make you a more effective communicator in any situation. When you genuinely seek to understand someone's needs and perspective, you build trust and rapport.
[00:09:50] Jason: Right.
[00:09:50] Marissa: Which are essential for any meaningful interaction.
[00:09:53] Jason: So it's not just about like It's not about getting what you want, it's about approaching the conversation with a mindset of how can I help this person.
[00:10:00] Marissa: Precisely. And that shift in perspective can make all the difference, not just in sales, but in your personal relationships, your career, even your interactions with strangers.
[00:10:09] Jason: That's amazing. I never thought about it that way, but it makes perfect sense. It's like a secret weapon for building stronger connections.
[00:10:15] Marissa: I think so too. It's about creating a space for genuine understanding.
[00:10:20] Jason: This has been so eye opening. I'm starting to see qualifying questions and this whole giver mentality as essential skills, not just for sales, but for life in general.
[00:10:30] Jason: Me too.
[00:10:31] Marissa: It's about approaching every interaction with a spirit of generosity and curiosity.
[00:10:37] Jason: And who knows what amazing things can happen when you do that.
[00:10:40] Marissa: Exactly. And
[00:10:41] Jason: we're back digging even deeper into this whole world of quantifying questions.
[00:10:45] Marissa: Yeah, we've talked about BANT, different types of questions, the giver mentality.
[00:10:50] Marissa: There's another crucial piece to this puzzle, active listening.
[00:10:54] Jason: You know, it's funny, active listening seems so obvious, But it's something I have to constantly remind myself to do.
[00:11:00] Marissa: Right.
[00:11:01] Jason: It's so easy to get caught up in thinking about what I'm going to say next,
[00:11:04] Marissa: Yeah.
[00:11:04] Jason: that I totally miss what the other person is actually trying to tell me.
[00:11:07] Marissa: It's so true. We've all been there. But here's the thing. When you actively listen, you're not just hearing words. You're picking up on nuances, emotions, unspoken concerns.
[00:11:17] Jason: Yeah, you're really tuning in.
[00:11:18] Marissa: Exactly. And you're showing the other person that you truly care about what they have to say.
[00:11:22] Jason: Which makes them feel heard and understood, and that can completely change the whole dynamic of the conversation.
[00:11:28] Marissa: Absolutely. Think about it. Have you ever had a conversation with someone who is clearly not listening?
[00:11:33] Jason: Ugh, the worst.
[00:11:34] Marissa: It's so frustrating. You feel dismissed, unimportant. Active listening is the opposite of that. It's about being present, engaged, and genuinely curious.
[00:11:46] Jason: So how can we become better active listeners?
[00:11:48] Marissa: Yeah.
[00:11:49] Jason: What are some practical things we can actually do?
[00:11:51] Marissa: One of the simplest but most effective things is to pay attention to nonverbal cues.
[00:11:56] Jason: Okay.
[00:11:56] Marissa: Are they leaning in? Are they making eye contact? Are they fidgeting or looking away?
[00:12:01] Jason: Body language.
[00:12:02] Marissa: Exactly. Those cues can tell you a lot about how someone is really feeling, even if their words are saying something different.
[00:12:08] Jason: That's like a whole other language.
[00:12:09] Marissa: It really is.
[00:12:10] Jason: Yeah.
[00:12:10] Marissa: And another tip is to ask clarifying questions. Don't be afraid to say things like, Can you tell me more about that? Or, What do you mean by? It shows that you're paying attention and that you want to make sure you fully understand their perspective.
[00:12:21] Jason: And it gives them the opportunity to elaborate, which can lead to even more valuable insights.
[00:12:26] Marissa: Exactly. And here's a bonus tip. Resist the urge to interrupt. I know it can be tempting to jump in with your own thoughts and ideas. Oh yeah. But sometimes the best thing you can do is simply listen and let the other person finish their thought.
[00:12:41] Jason: It's about creating a space for them to share openly and honestly.
[00:12:45] Marissa: And that kind of space is where trust and understanding flourish. It's where genuine connections are made.
[00:12:50] Jason: I love that. This whole conversation has been so eye opening. I'm starting to see qualifying questions and active listening as essential skills, not just for sales, but for life in general.
[00:12:59] Marissa: I agree with you. It's about approaching all of our interactions with intention and a genuine desire to connect.
[00:13:05] Jason: So as we wrap up this deep dive, What's the one big takeaway, the one thought you want to leave our listeners with?
[00:13:10] Marissa: Here's something to ponder. How can you apply the principles of qualifying questions and active listening in your personal life?
[00:13:18] Marissa: Think about your relationships with your family, your friends, your significant other. How could asking more thoughtful questions and truly listening to their answers deepen those connections?
[00:13:29] Jason: Wow, that's powerful. It's a challenge to all of us to become more conscious and intentional in our communication.
[00:13:35] Marissa: And I think it's an invitation to create more meaningful and fulfilling relationships.
[00:13:41] Jason: Couldn't have said it better myself. Thank you so much for joining us on this deep dive into the art of asking qualifying questions. We hope you've gained some valuable insights that you can start using today.
[00:13:50] Marissa: It's been a pleasure.
[00:13:51] Marissa: Remember, it's all about being a giver, asking the right questions, and truly listening to the answers.
[00:13:56] Jason: Until next time, keep those questions coming, and keep diving deep.
[00:13:59] Will: Thanks for listening to this second podcast in our Seven Steps of the Successful Sale series. I hope you found it engaging and helpful. If you have any questions, contact us at info at tracksellinginstitute. com or check us out on our website at www. tracksellinginstitute. com. Please consider listening to our next podcast in this series about Step 3, Agreement on Need.
[00:14:26] Will: See you soon.
