Non Text Magic Studio Magic Design for Presentations L&P.pptx
Scotsman deal qualification spreadsheet
1. SCOTSMAN SALES QUALIFICATION MATRIX
Qualification Questions
SOLUTION
Have they told me they like my solution?
Am I bidding on a new or unannounced product?
Do I have a good reference in this sector?
Are they already our customer in this sector?
Do they accept our contracts?
COMPETITION
Are we on the shortlist?
Does the prospect express a bias against us or for the
competition?
Is an existing supplier bidding?
Does the competition have some unique or overwhelming
advantage?
Are there any current relationship problems?
ORIGINALITY
Have they committed our unique benefits to their decision
criteria, either formally or informally?
Has the prospect allocated time specifically to examine or
strengths?
TIMESCALES
Has the prospect accepted our implementation timescales?
Are the prospects plans realistic?
Is the decision or implementation too far away to be
worthwhile?
SIZE
Does the job contribute enough to the target?
If not, is the potential of the account big enough?
Will the job demand more resources than I can give?
MONEY
Is the quotation within the prospects budget?
Answer
Y/N
Weighted
Answer
Y
N
Y
Y
Y
1
1
1
1
1
Y
1
N
N
1
1
N
N
1
1
Y
1
Y
1
Y
Y
1
1
N
1
Y
Y
N
1
1
1
Y
1
2. Is the budget realistic?
Am I much more expensive than the completion?
Can they afford it?
Can we afford it?
AUTHORITY
Am I taking to the decision makers?
Can I talk to the decision makers?
Do the decision makers know there's a decision to make?
Do I have a bad history or rapport with the decision makers?
Is anyone in the decision group new to their job?
Are consultants involved in the decision?
Do I have an inside salesperson?
Do we addressed the personal needs of the key people?
NEED
Have I understood the outcome requirements of the decision
makers?
Have I linked all of the benefits and advantages of the solution
to the desired outcomes?
Do I / they understand the return on investment (ROI)
Have I agreed the decision timetable with the prospect?
TOTAL
Y
N
Y
Y
1
1
1
1
Y
Y
Y
N
N
N
Y
Y
1
2
3
1
1
1
1
2
Y
3
Y
Y
Y
2
1
1
42
3. YOU SHOULD BE AIMING FOR THE MAX SCORE, WHICH IS 42. A SCORE GREATER THAN
36 MEANS YOU LOOKING GOOD BUT HAVE MORE WORK TO DO, LESS THAN 34, HAVE
A LONG HARD LOOK AT WHAT YOU'RE DOING
Action
Action : What to you need to do to correct the situation or qualify out? Completion
Date