In this podcast episode, Alexander and Florian discuss the importance of post-qualification in sales discovery calls. Florian, with his background in consulting and aerospace, explains how it ensures alignment and clarity after initial client discussions. They also address handling unresponsive clients, with Florian recommending honest, direct communication and sharing his success with handwritten letters to capture client interest.
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Post Discovery Qualification Template:
Template

Questions?

Alexander Kohler:

alexander@sellabl.co

Alex´s LinkedIn

Florian Godefroy:

Florian´s Linkedin

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00:00 - 03:41 Introduction and background of Florian's experience in sales, including his work in consulting, particularly in the aerospace sector.

03:41 - 06:41 Florian discusses how he unexpectedly transitioned into sales from a background in political science and history, emphasizing his affinity for problem-solving and building relationships.

06:41 - 09:17 Florian explains the concept of post-qualification in the sales process, focusing on understanding customer needs, defining criteria for success, and gaining agreement on proposed solutions.

09:17 - 10:53 Florian discusses the importance of aligning expectations and actions in post-qualification, emphasizing the need for simplicity and prompt follow-up to ensure effective communication and progress.

10:53 - 14:15 Florian elaborates on tools and strategies for building post-qualification frameworks, including mutual action plans and effective communication methods such as emails and follow-up calls.

14:15 - 18:54 Florian addresses challenges in dealing with different types of buyers, including "poker players," and emphasizes the importance of reading people's actions and commitments to gauge genuine interest and progress in the sales process.

18:54 - 24:27 Florian shares strategies for navigating interactions with challenging buyers, including maintaining open communication, setting realistic expectations, and creatively engaging prospects, such as sending handwritten letters to prompt responses.

25:00 - 28:20: Florian emphasizes the importance of closing deals promptly after a prolonged sales process and suggests strategies for determining whether to pursue further or move on to other prospects.

28:20 - 33:23: Florian and Alexander discuss the significance of post-qualification presentations, highlighting the differences in sales approaches between North America and Germany and the importance of tailoring presentations to meet the prospect's needs.

33:23 - 40:12: The conversation shifts to presenting price effectively and addressing objections, including tips for equipping champions to advocate for the product and strategies for convincing stakeholders, such as arranging meetings with advocates and emphasizing ROI.

40:12 - 47:09: The focus turns to handling objections from CFOs and other stakeholders, with Florian suggesting strategies such as engaging in lunch meetings with advocates and exploring alternative pricing models. They conclude by summarizing the key elements of post-qualification presentations and invite listeners to reach out for further discussion and access to templates provided in the show notes.