Association Sales: Qualifying Prospects – Association Hustle Episode 283 (6m 52s)

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05/12/2021

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JP shares his favorite audio content for sales managers and CEOs, and gives his own sales advice.
 
 
 
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Hello and welcome to JP Moery’s Association Hustle Podcast. President of The Moery Company, JP’s mission is to arm today’s associations with insight and strategy to thrive and a progressively complex and competitive business landscape. 21st century associations must move forward with a little bit of hustle and revenue development at their core.
Here’s JP.
JP’s content recommendations for CEOs and Sales Managers:

  •  B2b Sales Magic on clubhouse (download the clubhouse app). You can listen to that three times a week at 8am ET.
  • Also Sales Questions: Brutally Honest Answers podcast, hosted weekly by Brian burns
  • Associations sell intangible things. You can learn from folks that are in, for example, software and enterprise sales.

The importance of qualifying ‘hard’ as a key metric for sales:
We do little to qualify or ask tough questions that we need answers to, and then we wonder why people don’t close.

  • When you decide business things like this? How does it work? How long does it take? Do you have the money in the budget for this membership this year? What is the process for developing a budget? What’s the buying process? How does it work? How long? Who’s involved in deciding? Should they be a part of the discussions moving forward? What if you didn’t do anything this year on the topic? What would happen? Have you joined associations before? What was the experience? What did you like the most about them? What did you not like at all? Is there a reason that you would not be a fit for this association?
  • Let’s qualify harder and then we will close easier and avoid objections. You can smoke out the objections in those qualifying questions.

We hope you enjoyed this edition of JP Moery’s Association Hustle Podcast. We’d love to connect with you. Check out our blog at moerycompany.com and subscribe to our weekly newsletter. You can also connect with JP on LinkedIn and Twitter at @JPMoery, as well as The Moery’s Company’s Instagram and Facebook page
Get a complimentary copy of JP Moery’s Association Hustle book.
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