|recommend this sitefaqdedicationsite map|
The Fundamentals of Qualifying Business-to-Business
This column deals primarily with business-to-business selling, which can be very different from "retail" or business-to-consumer selling. Some of you involved in retail selling took issue last week with some of my views on "disqualification."
I can only say that this column presents my professional viewpoint, not the 10 commandments. There is room in selling for differences of stylelots of room. Be wary of anybody who tells you or implies that their way of selling is the only way that things can or should be done.
So, what is a qualified prospect and what do you do when you find one? It's a buyer who has a need or a desire for your product because it satisfies that need or solves some problem that they have been grappling with. This is the most primary level of buyer qualification. If there is no need, no desire, or no problem, then you don't have a legitimate prospect.
Once this primary qualification has been met and the value of your product(s) has been established, move on to the next four squares of the qualification process: people, process, timing, and budget.
When you have completed primary qualification and have the answers to all of these questions in hand, you are ready to manage the sale. If you don't have this information, you are operating on hopes and dreams. Shaky ground in sales.
Subscribe to the e-mail version of the SalesLinks Bulletin.
Browse the archives of the SalesLinks Bulletin.
|Sales Tip and Practice|
|For purposes of trade show sales leverage, organize your follow up
activities around "timing." A sale for a smaller amount of money that will
happen in the next 30 days is much more leveraged now than a bigger one that will not
happen for three to six months. Respond and dig in deep on short term sales. Follow up and
manage the rest in available time.
Subscribe to the e-mail version of the SalesLinks Bulletin, which includes the Sales Tip and Practice.
All contents. Copyrightę1997-1999, Mentor Associates, Inc.
e-mail: Jack Carroll, Webmaster