How do we know if its a genuine sales opportunity?
7 Review Early and Often, Prequalification Sunday, November 14th, 2010
No salesperson wants to waste time with tyre kickers who cannot buy, however, prequalification can present many challenges.
Taking Pre-qualification To A New Level
Prequalification Tuesday, August 11th, 2009
How you allocate your time as a salesperson is key. In particular,maintaining a healthy pipeline requires that you balance your efforts as follows: – Focusing on closing the most likely deals for this quarter – Nurturing those prospects with potential for next quarter – Generating fresh leads to go in at the top of the sales [...]
It is time to replace prequalification with marketing?
Prequalification Monday, July 20th, 2009
Not everybody is in the market for your solution, that is clear. However it is also evident that if you only focused on those who have a budget and are ready to buy your sales potential would be limited indeed. The only problem is that in the present climate the field of vision of the [...]
‘Am I wasting my time with this account?’ Some techniques to help you find out.
Prequalification Tuesday, July 7th, 2009
The more time you have invested in a sales cycle the more determined you are to close the deal. The danger however is that you can easily cross the point of no return, becoming blind to signals that perhaps the buyer is not really that keen, becoming increasingly reluctant to hear a ‘no’ answer and [...]
Sales Pre-qualification 101
Prequalification Thursday, February 5th, 2009
Managers want to make sure that their sales teams are chasing the right deals. But, what classifies a good lead? What criteria must be met for sales appointments to be made? When are the proposals to be written? An increased level of pre-qualification generally requires: · Screening, sorting and pre-qualifying leads · Nurturing leads offering [...]
Always give the customer a chance to say No!
Prequalification Monday, November 10th, 2008
The golden rule always was ‘don’t give the customer a chance to say NO’. That is don’t ask any questions that could result in a ‘NO’ answer and consequently sabotage your sale. For example, don’t ask the customer ‘is this something that you might be interested in’ if there is a chance he/she could say [...]