We have our own idea how to measure the success of
creating Opportunities. Some gauge how long the meeting was.
The longer the meeting the more successful. My rule of thumb is 45
minutes resulting in an hour more or less.
Some like to give away all the answers. This can actually work
against you. Ever find yourself listening to how many challenges the
prospect is having? It is natural to answer all their questions,
provide solutions and walk them through how to resolve all these
issues.
What
happens when you do that? Sometimes they say yes we will move forward
with you. More than likely they will respond with thinking it over and
resolve it themselves or give the answers to their current vendor.
So where is the right balance on sales and unpaid consulting?
Some good questions to ask during qualification stage are:
How
do you make decisions? Who needs to approve the decision? What is
your budget? (ever get an answer to this one?) What is your
timeframe? Who else is bidding on this opportunity? What kind of
Return on Investment (ROI) is required to move forward? If we could
provide you with.....would you move forward with us?
Qualifying all Opportunities will lead you to moving forward more often and will also help you walk away from unqualified Opportunities.
Connecting business people to share stories of making new business relationships and creating opportunities.
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