Qualifying Prospects

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.

Initial Qualification Stage:

    Is there a budget?

    Is there a project team?

    Have we met the project leader?

    Have we studied the prospect's annual financial report?

    Are there any consultants involved?

    Have we agreed an evaluation timetable in writing?

    Do we know the buying process?

    Do we have the organisation chart?

    Do we know who the Final Decision Maker is?

    Have we met the Final Decision Maker?

    Do we have a coach or sponsor?

    Have we met the Specifyers?

    Do we have at least 3 business needs agreed and confirmed with the client?

    Who is the competition and what are our unique selling points?

    What is the prospect's strategy?

    What mode is the prospect in?

    What changes have occurred in their business in the last 6 months?

    Do we feel like we have enough information to feel confident that we have a real prospect?

    Has sales management signed off that the deal can move forward to the next qualification stage?

Sale In Process Stage:

    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?

Closing Stage:

    Do we know the detail for implementing the solution? Have we met the people in the legal and/or buying department?

    Have we been recommended in writing?

    Do we have any outstanding technical issues?

    What are our strengths and weaknesses?

    Do we have an action plan to close the sale?

    What could go wrong now?

    What is the competition doing?

    Have we submitted a proposal?

    Have we presented our business proposal?

    Do they have contracts we have to review?

    Are the business needs still valid?

    Have we tried to close the deal and isolated the objections?