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