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sales Qualification

Four Questions the Salesperson Needs to Ask

Qualification - four questions the salesperson needs to ask.

Nobody wants to give up on a potential sale, but not all sales are good sales. Some sales could be bad for the salesperson, the company and the customer. Major sales involve substantial investment in both time and limited resources (e.g. pre-sale support resources) which need to be used where there is a good chance of success and return-on-investment.

There are four questions the salesperson and sales manager need to ask before and during the sales process:-

  1. Do we know if this is a real opportunity?
  2. Can we meet the criteria?
  3. Can we win?
  4. If we win - So what?!

These four questions are supported by supplementary questions such as:-

  • How well do we know this customer – what PESTLE (Political, Economic, Social, Technical, Legal, Environmental) changes are impacting them and how?
  • Has the customer agreed there is a need for action?
  • How well do we know the decision process, timeframe and people involved?
  • Do we have access to the people with the power, money, authority and need?
  • Do we understand the competitive situation?
  • Is it worth winning, what are the costs, profits, and risks involved?
  • Etc.

These and many other questions and their answers can be setup as a matrix and reviewed by the salesperson and sales manager throughout the selling process. The results will identify gaps in knowledge, help you develop your sales strategy and support the decision as to whether you should proceed or withdraw from the sales opportunity.

For more information about Sales Planning contact

Roy O’Neil

3R Creative Solutions

07958 614398

0203 826 8262

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