Are you currently working on a sales opportunity and you feel like you’re locked out?
Many other sales trainers and gurus might talk to you about “closing” but my experience is that when salespeople feel locked out of that sale – it is because there is a missing piece to the qualification puzzle!
take a step back!
What are the three most important pieces of information, in your sales world, you need to know about a deal?
Each organization has there own list, but here are a few that often are missed in a salesperson’s excitement when they first hear about an opportunity:
> time-frame: when does your prospect need to take action… vs. when you want the order.
> priority: what else is competing for your prospects brainpower, manpower, and money?
> funding: do they have all the financial checks marked, i’s dotted, and t’s crossed?
The key is to find what you’re missing and unlock the opportunity.
© Jon Hembree | Dreamstime