How well are we looking into the chances?
Do Not EXPECT what you do not INSPECT
Specify the need and personal win of the prospect by asking questions which dig down deep beyond the high level opinions. This method is sometimes called specificity, and requires the salesperson to exclude his own input and interruptions. The sales pitch cannot be effectively delivered without discovering the real need by applying the principle of specificity. The following are some example questions in the Systems Industry to help qualify the needs of the prospect, and to help you rate the % chance of winning the business. Although your own questions may be different, they should follow the same line as these, for example.
Is a detailed account strategy in place?
Do we know all of the Decision Maker Type's personal needs?
Have we introduced any required professional services or support people needed?
Do we have enough information and resource to prepare a suitable demonstration?
Have we involved any 3rd parties who might help us win the business?
Have we met all the key influencers?
What are our strengths?
What are our weaknesses?
Have we reviewed the competition?
Do we have an action plan in place?
Is the budget for purchasing still available?
Have we re-validated the buying process?
Have we spoken with all attendees after our presentation?
Have we agreed any evaluation criteria before starting the evaluation?
Is there a shortlist of suppliers selected?
Are we still in contact with the Final Decision Maker?
How is our relationship with our coach or sponsor?
DWill the deal close in the next 3 months?
Do we rate this as greater than 50% chance of closing now?
Has sales management agreed that we can move this prospect to the next level of qualification?
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