You're Doing Sales Qualification Wrong... | Salesman Podcast

In this episode of the Salesman Podcast, Andy Whyte explains what salespeople commonly get wrong about sales qualification. Andy is the founder of MEDDICC.com and the author of “MEDDICC’ the book. Resources: Andy on LinkedIn The MEDDPICC Masterclass MEDDIC Academy on YouTube Book: MEDDICC: The ultimate guide to staying one step ahead in the complex sale Transcript Will Barron: Hi, my name is Will, and welcome to today's episode of the Salesman Podcast. On today's episode we're looking at what salespeople get wrong about sales qualification. Our guest is Andy Whyte. Andy is the founder of medic.com and author of MEDDICC the book. Andy has been on the show before. He's a legend. I'm excited to speak with you. Andy, welcome back to the show.   Andy Whyte: I thank you so so much. Well, it's great to be back on the show once again. I had so much great feedback from people who were your audience from last time. So it was a joy to be invited back on. Thank you very much.   What is Sales Qualification? · [00:36]    Will Barron: You are more than welcome. I'm glad to hear that feedback. So let's not mess around. Give us, if you can, a definition, a one line of what sales qualification is. The audience should know this, but just in case they don't and then we're going to get into what people are getting wrong in this space.   “For me, qualification is about identifying with your prospect, with your prospective customer whether there is enough value that you can provide to them, whether they have enough pain or goals they're striving to achieve that your solution can help them to achieve. If the value in that is large enough for it to be worth your while and their while, that is for me what qualification is all about.” – Andy Whyte · [00:57]    Andy Whyte: It's a big question because I think as you kind of hinted there, people get this wrong a lot and I think there's a few reasons for that, which we can definitely get into. But for me what qualification is, is about identifying with your prospect, with your prospective customer whether there is enough value that you can provide to them, whether they have enough pain or goals they're striving to achieve that your solution can help them to achieve.   Andy Whyte: If the value in that is large enough for it to be worth your while and there while because we're asking them to invest their time, their energy, their expertise, just as much as we're asking ourselves to invest with them, is there enough value in that to make it worth my while and the customer's world? That is for me what qualification is all about.   “Sales, when done correctly, should be in exchange of value between a salesperson and a buyer.” – Will Barron · [01:44]    Will Barron: Do you blow people's minds when you frame it up that, Andy, of sales went done correctly should be in exchange of value between a salesperson and a buyer, right? It should be an adult conversation. And if we're in a position where we've got to suck up to potential customers as salespeople we ever sell in a crappy product, we've approached the conversation the wrong way from the outset or they're just not qualified. Do you find the people go like a light bulb clicks on when you frame it up that we're exchanging value and solving a pain as opposed to just talking to features and bene...