In order to improve sales effectiveness, it is critical to improve our ability to qualify the opportunities that we work on. This is important because time is limited and valuable, so we must optimize our time managementby working only on deals that are real in terms of interest, budget, and authority to buy.
Below are some good questions to help with qualifying salesopportunities to weed out any time wasters.
|Why are you looking to make a change?
As a sales person talking to a prospect, you will typically know why they should buy from you as you know your products features and benefits inside out. But in order to classify the opportunity as qualified, it is critical for the customer to know why they would buy from you or one of your competitors. Instead of telling them why the should change, ask them to tell you why they are looking to change and the answer will tell you a lot in terms of the quality of the opportunity.What is the impact of doing nothing?
It is common for us to see the other companies that we are competing with for the business as the only competition, but one of the biggest competitors that we face is the option to do nothing. When qualifying sales, it is helpful to ask what happens if they do not make a change or purchase. If the answer is that there is not a huge impact from staying the course, then the quality of the opportunity is less as there is not enough pain and pain is a key motivator for change.Is there an event that is dependent on this happening?
Identifying an event that the purchase is tied to can help to qualify an opportunity. This is referred to as a “compelling event” and examples are a contract expiring, a current system being discontinued, an organizational change, etc. With the purchase being tied to an event, you then know that the prospect is more likely to do something and you know about when they are likely to do something making the opportunity qualified.Who else are you looking at?
When qualifying sales, it is critical to identify what other options and vendors the prospect is looking at. Are they only talking to you or are there other options they are considering?
How do you feel about your other options?
How far along are you with the other vendors?
Is the project budgeted?
What is the decision making process?
|This article was published on Saturday 06 November, 2010.|
|Back to main topic: Qualifying Prospects
Qualifying Business to Ensure Sales Effectiveness
Three Questions to Ask When Qualifying Sales
Qualifying Sales with Light Questions First
Five Powerful Open Sales Questions
Effectively Qualifying a Prospect
Using Open Ended Sales Questions to Increase Sales
Sales Call Questions that Can Generate Leads
Powerful Questions for Sales People (Part I)
Powerful Questions for Sales People (Part II)
How to Qualify a Prospect
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