Qualifying Prospects & Opportunities

“In business you get what you want by giving other people what they want.”
by Alice MacDougall

The early prospectors were looking for gold. The current prospectors are looking for golden opportunities to win relationships and make sales. The important thing is to make sure you are looking in the right place.

Two important distinctions to make in qualifying.

The first distinction is that you need to qualify the prospect by answering the following questions: Are they the right buyer for your product or service? Do they have the ability to make a buying decision? Can they influence a buying decision? Do they have the ability to get you information on how buying decisions are made?

The second distinction is that you need to qualify the opportunity. So now that you have found a prospect who is the “ideal buyer” of your product or services, you need to make sure that the opportunity is the right one. What is the prospect’s expectations on the outcome? Is the project just right for your company to handle? Is it too large or too small; can the prospect afford your pricing? Is their timing for your type of service a 3-month or a 12-month decision making process?

Once you have answered these questions, you are ready to begin the selling process. It’s crucial to make sure you “hear and listen” to all their needs. Spend time learning how they want the relationship to proceed once they have engaged your company, how they want issues to be resolved, and how often they want to communicate on the progress of the project. get a clear understanding of these relationship issues during the qualifying process. Even if your price is higher than the competition, if you structure the delivery of the service as they envisioned it, you will win the sale.

Are you ready to win?

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