Sales Qualification
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A quick guide to sales qualification. How to esnure you win more than you lose and you don't chase lost sales causes.

A quick guide to sales qualification. How to esnure you win more than you lose and you don't chase lost sales causes.

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Sales Qualification Presentation Transcript

  • 1. SALESQUALIFICATIONDon’t be fooled.Be real
  • 2. WE’LL COVER…• Why qualification matters• Simple four step process:  Is there an opportunity?  Can we compete?  Can we win?  Is it worth winning?• No guessing
  • 3. QUALIFICATION MATTERS• Don’t be fooled (leave those happy ears at home)• Don’t waste time on lost causes• Forecast accurately
  • 4. IS THERE AN OPPORTUNITY?• Is:  The customers requirement clear?  The customers financial condition good?  There access to funds?  There a compelling event?
  • 5. CAN WE COMPETE?• Do we:  Know the formal decision criteria?  Have a solution fit?  Have the resources to complete the sale?  Have a current relationship with the right people?  Provide unique business value?
  • 6. CAN WE WIN?• Are we:  Supported inside the customer?  Trusted and credible?  Compatible culturally?  On top of the informal decision criteria?  Aligned politically?
  • 7. IS IT WORTH WINNING?• Do we understand:  The short term revenue?  The future revenue?  The profitability?  The degree of risk?  The strategic value to our company?
  • 8. NO GUESSING• If you don’t know, ask• If you don’t understand, ask why• Slow down for amber• No is better than maybe
  • 9. QUALIFICATION IS CRITICAL• Don’t be fooled• Simple four part process• No guessing
  • 10. MIKE MCCORMACAbout Contact• Mike McCormac founded Sales • Connect on LinkedIn Success and More to help • Follow me on Twitter professional sales people selling • Email me high value services achieve more • Phone +357 99 860725• He has an MBA and his sales background includes over 15 years success selling IT services and outsourcing• Mike works mainly in the UK and Cyprus
  • 11. SALESQUALIFICATIONDon’t be fooled.Be real