Selling HubSpot's software is fun, and it makes me feel good when I sell to a company who really needs the product. However, I have no interest in selling to a company that is a bad fit. Trying to make someone a good fit for my own benefit will only result in unhappy customers. I want to help the right people because I care.
When I sell HubSpot to an organization, I know from my qualification that the software is going to help them to do better. If I ever feel like something is off, I tell them.
Tell your leads up front that you want to help them find the right product for their needs, and if that happens to not be the one you sell, you will explain why. Here are three tips I use to ensure my lead gets the right product for their needs -- whether it's mine or not.
1) Understand your prospect's situation as well as you can to qualify them in or out.
Let your prospect know from the start that your job is to understand their situation really, really well. From there you will take that information and explain why they are a fit for your offering or not. If you are honest from moment one, they will respect your opinions and advice.
Most people appreciate me explaining why they are not a fit and (gently) dismissing them from the sales process. But sometimes they don't agree with me. Remember that as a salesperson, you have the right to let people go. You know your offering, and therefore you are familiar with who it will work for and who it won't.
2) Know your competitors and how your offering is different.
All salespeople should know what type of prospect is a good fit for their product vs. the competition's. I will tell prospects that they are a better fit for a competitor if I truly feel that way, and how I came to that conclusion.
This might seem counterintuitive, but if everyone did that in the space you are selling into, then all vendors would have more happy customers. Understand what your competitors do; understand their product and use case. Know why and when a buyer is a better fit for a competitors, and be okay with telling a prospect so.
3) If your product does not do something the prospect wants, tell them why.
There will always be things that your product doesn't do that your prospect will ask about. Have a solid reason or at least an opinion as to why your company doesn't do it, or fulfills the need differently. If you can articulate why your company does things the way it does from a product level, you will show your knowledge of the space, and you might even sway their way of thinking to your perspective. And if not? Figure out what will work for them, and wave goodbye.
Editor's note: This post originally appeared on Womenpreneurs, and is reprinted here with permission.
Originally published Jan 28, 2015 10:00:00 AM, updated July 28 2017