What you do at the beginning affects your ability to close!
In Monday’s Inside Sales Leadership Corner it says “The funny thing is that how we finish is completely dependent on how we begin.”
As true as that is for sales leaders – it might be even more of a truth for salespeople and deals.
At the beginning, when a new business opportunity is found, how well the salesperson qualifies the deal is directly related to how easily they win.
First remember that the prospect buys into TWO things, before they purchase your product/service:
1. the salesperson
2. the company
Make the qualification all about them to help solidify their buy-in (here are some questions to ask YOURSELF – they are not customer facing questions):
Value
> what is important to them?
> what problem are they trying to solve?
> are you really a good fit?
Timeframe
> when do they need to get it done?
> where does it fall in their full priority list?
> is there any urgency?
Decision
> who is on the team that makes the decision?
> what criteria are being used to evaluate the options?
> what is the most important thing to each person?
Finding all that out early in the qualification process will position you along the way to be the prospects choice in the end OR allow you to exit early if you aren’t going to win.
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