SALES QUALIFICATION

Don’t be fooled.

Be real

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

QUALIFICATION MATTERS

• Don’t be fooled (leave those happy ears at home)

• Don’t waste time on lost causes

• Forecast accurately

IS THERE AN OPPORTUNITY?

• Is:

The customer's requirement clear?

The customer's financial condition good?

There access to funds?

There a compelling event?

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?

CAN WE WIN?

• Are we:

Supported inside the customer?

Trusted and credible?

Compatible culturally?

On top of the informal decision criteria?

Aligned politically?

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?

NO GUESSING

• If you don’t know, ask

• If you don’t understand, ask why

• Slow down for amber

• No is better than maybe

QUALIFICATION IS CRITICAL

• Don’t be fooled

• Simple four part process

• No guessing

MIKE MCCORMAC

About

• Mike McCormac founded Sales Success and More to help professional sales people selling high value services achieve more

• 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

Contact

• Connect on LinkedIn

• Follow me on Twitter

• Email me

• Phone +357 99 860725

SALES QUALIFICATION

Don’t be fooled.

Be real