By understanding your salespeople’s natural fear of qualifying, you can better coach them to ask these seven critical questions early in the sales cycle. Their productivity will ultimately improve, and you will achieve more sales in far less time.

Why Don’t They Qualify?

There are two reasons why even veteran sales pros lapse into working unqualified accounts. The first is tactical. Salespeople, who typically employ a highly political style, don’t want to offend a prospect by asking questions about decision-making, spending authority, and budgets too early in the sales process. They want to make friends first.

The second and primary reason is psychological. It is part of the typical salesperson’s psychological makeup to want to be liked. And most salespeople are very likable. Unfortunately, it is more comfortable in the short run for the salesperson to build a relationship with the wrong person than to ask questions that may alienate the prospect.

Succumbing to Temptation

The nature of the sales job reinforces this fear of early qualification. Because salespeople face a lot of rejection, they are vulnerable to the song of praise and positive feedback from their prospects.

For the prospect, it can be almost like having a congenial (and free!) employee doing problem analysis and preparing the way for the prospect’s solution. For the salesperson, it provides frequent strokes. And because the relationship is good, it is natural for the salesperson to assume that they will eventually make the sale.

Of course, if the prospect is not legitimately qualified, it is only a matter of time before both parties realize that the salesperson’s solution is not a fit. But by then, the salesperson has wasted valuable time that they can’t get back. Even worse, they may have wasted additional helpful resources, such as sales and technical support, throughout this process.

Coaching Your Reps to Qualify Sooner and Smarter

It is reasonable, therefore, for the sales manager to require and verify that the seven critical qualifying questions are answered early in every sales cycle.

By all means, this should be done before your company commits sales support or technical personnel to the sales effort. This is especially important in longer sales cycles or in deals involving more expensive products.

A good time to do this is during the forecast and review sessions that most managers schedule regularly.

During these meetings, confirm that each salesperson is asking the “W” questions (what, why, when, and who) to qualify both the prospect company and the individuals within that company.

What’s the Real Need, and Why Now?

1. What need(s) does the prospect have that your solution can meet? Can your salesperson clearly articulate those needs to the prospect?

2. Why would the prospect be willing to spend x dollars for your product or service? Has it been budgeted?

Timing is Everything: When Will They Take Action on the Presented Deal?

3. When does the prospect plan to implement your product or service? For many products and services, implementation, not the close date, is the key because it is the ultimate purpose of the buying decision. It also focuses on the customer’s perceived benefits, not the salesperson’s sales forecast.

Who Are The Decision Makers?

4. Who will decide to buy the product or service?

5. Who are the decision influencers who can bring pressure to bear (positive or negative) on the person who will make the final decision?

6. Who has the budget or spending authority to implement the decision? Don’t confuse decision and spending authority. They may not be vested in the same person.

7. Which decision makers have your salespeople called on so far? It should be all of them!

Train Reps to Ask What Everyone Else Is Afraid To

Given these questions, there are only two skills that your salespeople need to qualify properly. The first is confidence. The second is questioning skills. Good questioning skills can quickly create confidence.

Before making a call on a prospect, you want your salesperson to get the answers to as many of these seven critical questions as possible. Resources could include the prospect company’s website or past sales representatives who have contacted the prospect company, among others.

The amount of information that can be collected in advance will vary for each prospect. But without fail, once your salesperson is in front of someone in the prospect company, he or she should ask bold, direct questions:

“Do you have the authority to implement this decision?”

“Has this item been budgeted? Does it need to be? Do you have the funds available?”

Your salesperson may not always receive the answers that qualify the lead, but it is better to walk away from a sales cycle that will lead nowhere.

How to Reach the Real Buyer

Teach your salespeople to persuade the influencer to introduce them to the decision-makers. That retains the relationship with the influencer while opening an opportunity to the decision-maker.

If they must, they should bypass the influencer’s authority without permission. This will almost certainly alienate the influencer. But if the sale is going nowhere, your salespeople may have to take that risk.

Ask yourself: Can our sales strategy overcome the loss of this influencer? If the answer is yes, it’s a reasonable risk that they should take.

The post 7 Questions That Top Salespeople Ask Before Wasting a Minute appeared first on ConectUS Wireless.

They were with us every step of the way, helping with planning, pushing for more partner involvement, finding SMEs to host speaking engagements, and contributing during group discussions.

As always, we’re genuinely thankful for the partnership and friendship they provide. Until next year!

The post ConectUS thanks Verizon for an incredible Rev-Up 2025 event appeared first on ConectUS Wireless.

Follow the #51 ConectUS ChannelVision NASCAR during the South Point 400

This compilation follows JJ and the ConectUS ChannelVision NASCAR throughout the October 13 to 15 race weekend. See JJ meet fans and enjoy several interviews from the infield and Pit Road.

The post JJ Yeley – NASCAR Cup Series Race Day appeared first on ConectUS Wireless.

In this video, Neil asks J.J. Yeley about his preparations for a Cup Series race and if he has any superstitions (Spoiler: yes, he does). J.J. goes on to share his thoughts on the #15 ConectUS Kyocera Mustang and the Cup Series race in Las Vegas.

The post The Horn – Road to the Race – Interview with J.J. Yeley appeared first on ConectUS Wireless.

In this episode of The Horn Presents Road to the Race, David recounts memories of times at Texas Motor Speedway, including driving at 190 mph with a flapping windshield tear-off, and narrowly avoiding fender-benders… or not. He also brings us up to date with the performance of the #08 Mustang and looks forward to racing again at Texas Motor Speedway on September 24.

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In this video, David Starr tells us about the history of Team Texas High-Performance Driving School. From its founding in Houston Texas by David and his uncle Mike Starr, through its relocation to the area where Texas Motor Speedway would later be built, to its modern-day success, the School now boasts an incredible fleet of 35 real NASCARs that can be driven by ordinary mortals – like Neil Farquharson.

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You may have already seen interviews with Neil where I’ve mentioned Bobby Dotter’s name. From 1988-2004, Bobby drove in almost 300 NASCAR races, including the Busch Series, named for the then major sponsor Anheuser-Busch. It was then I became a big fan of Bobby, cheering him on as he moved towards the front during his races. Despite his obvious skills as a driver, he only won one Busch race in 1992.

It was at the Motor Mile Speedway in Dublin, Virginia where Bobby led the race for 58 of the 200 laps, but was passed by Jeff Burton with only seven laps to go. So it was Burton who got the confetti and champagne in Victory Lane. However, Burton’s car failed inspection, thus giving the win to Bobby, who had crossed the finishing line second.

Bobby had already left the speedway when Burton’s car was disqualified. His crew chief called him at home with the news.

Years later, Bobby told me that at first, he thought the telephone call was a prank. Then he asked himself, “Am I dreaming? This has got to be a dream. This just doesn’t happen to me.”

The Busch Series started its life in 1950 as Sportsman National Championship, NASCAR’s fourth series after the Modified Series, Roadster Series, and Strictly Stock Series of the late 1940s. The sportsman cars were not current model cars, and significant modifications were allowed. Races were typically on shorter tracks. In its first three years, 1950 to 1952, the championship was won by Mike Klapak from Warren, Ohio. The championship was won by Ralph Lee Earnhardt, father of Dale Earnhardt Sr, still greatly missed by all of us. 

In 1968, the Sportsman National Championship has renamed the Late Model Sportsman Series and soon featured races on longer tracks such as Daytona International Speedway. 

The current format – the one we all recognize today – was formed in 1982. However, the name was not changed until 1986 when it became the Busch Grand National Series; later just Busch Series. On February 13, 1982, the first race of the new touring series was also the first superspeedway event in the history of the series. The race was the Goody’s 300 and it was run at Daytona International Speedway. And, in an amazing coincidence, Dale Earnhardt won the race.

Over the years, the number of cars allowed on the starting grid has varied between 36 and 43.

Some NASCAR Cup Series drivers have also driven in the Busch Series races – the first typically on a Saturday, the latter the next day. Sometimes affectionately referred to as Bushwhackers, it has been suggested that they received an advantage of more practice time on the track. I can tell you from personal experience that an Xfinity car and a Cup Series car handle very differently, so there is no unfair advantage gained by participating in both races.

Despite his best efforts, after 1992 Bobby Dotter never again won a Busch Series race. It is a testament to his character and drives that he has never given up. He went on to become a team owner, competing in the Truck Series before moving to the Xfinity Series. SS-Green Light Racing found success in February when my friend Cole Custer won at Auto Club Speedway in California. He was driving SS-Green Light’s #07 Ford Mustang, the sister car to my Ford Mustang.

I feel privileged to be driving with Bobby Dotter and to be racing in the Xfinity Series, the successor to the Busch Series.

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The post The History Behind the Busch Series appeared first on ConectUS Wireless.

In this video, David Starr tells us how he relaxes at home. From caring for his lawn to driving his sons to sporting events, to family time on the lake or by the beach, David rarely watches TV – he values his time away from the motor speedway.

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David told me of changes that have occurred since we last spoke. For example, he’s now exclusively driving a Ford Mustang – and his love for this car is evident during our video together. He’s also switched to SS-Green Light Racing, a team that currently competes in the NASCAR Xfinity Series. He now drives the #08 car.

David tells us that he has been a personal friend of the SS-Green Light’s owner Bobby Dotter for many years. He remembers Bobby as a driver in what was then named the NASCAR Busch Series. Young David Starr would go to races and get excited when he heard, “Bobby Dotter’s coming to the front.” In David’s words, “I watched him race for years, and when I finally made it as a professional racecar driver… I got to meet Bobby and told him I was a big fan of his.” David would then go on to drive pickup trucks in the NASCAR Truck Series for Bobby and his team. They have remained lifelong friends, and this led to Bobby’s offer to David late last year.

David then talked about a typical week in his life. Spending the middle of the week with his family while still maintaining contact with his team in North Carolina, reviewing his own performance and that of the car. For example, they are always discussing how to incrementally improve the handling of the car. He went into detail about how important downforce is, so as to further enhance tire grip. He also told us about the line that he drives around the track and the way that the car reacts to different angles as he enters a corner, and being able to hit the gas just that second earlier. In his words, “you’re starting your momentum quicker than your competitor… this is key to everything when winning these races.”

Lastly, David tells us about the importance of teamwork, and how he is always listening to his two advisers on the radio. They have saved him from potential wrecks and given him an edge in taking the best line around the track.

David has such an amazing life, and I’m looking forward to our next conversation. Drop me a line at Neil@ConectUS.com with your questions for David Starr, or if you’d like me to email you with a link to more articles about David.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to speaking with you soon!

The post Welcome Back David Starr appeared first on ConectUS Wireless.

In this video from ConectUS Wireless, we feature the Verizon Internet Gateway and the Admin Manager to see the ease of navigation and impressive features.

The post The Verizon Business Internet Gateway Admin Manager appeared first on ConectUS Wireless.