Want a really cool and fast way to totally qualify a VITO – Very Important Top Officer? You can use what I call a two-part qualifying question. The reason this tactic works so well is that it answers two questions that all VITOs seem to want to ask:
How much is it? What results can I expect?
Here’s how it works you must first make an estimate based upon your experience in this industry or you can base your estimate on a strong suspicion of what results you can deliver. This is what my two-part qualifying question sounds like:
VITO, would it be worth a $50,000 investment over the next two months to give your entire sales team the tools necessary to increase the size of each initial sale they make by up to 50%?
This is the kind of offer that VITOs want to hear.
Sales Leaders – If you’re interested in having a discovery conversation about ‘Selling to VITO’ and where you want to see the biggest improvement in the shortest period of time, while you’re here on our website, ‘Schedule A Conversation’ with me!