Time is limited, with that being the case and among the keys to efficient time management will be to focus on qualifying sales opportunities.
By effectively qualifying chances, you are able to identify which ones don’t and which opportunities stand the best chance to close. You can even identify any gaps and holes that exist in the sales chances that you will be working, although from there you can prioritize the opportunities to identify where you have to spend your time. For more info about increasing sales effectiveness, click here.
It is possible to work with prospects try to answer the next three questions to enhance your examination when qualifying chances.
Why do something?
When we’re attempting to sell something and increase sales, it is easy to come across plenty of rejection. Click here to find more about how to increase sales performance.
And why they should buy from us while we understand, we can easily jump right over asking the question of why should they make the purchase or make a change. Answering why the prospect should do something will allow you to figure this out with qualifying sales and this will help.
After you identify the prospect should do something, you have to inquire why now? Answering this question will help you to ascertain the time line that the sales prospect is working against and will help you with qualifying sales.
— Tyler Abbott (@ItsTylerAbbott) September 26, 2016
If as part of answering this question, you identify a significant date or event that the purchase must be made by, then you’ve got just uncovered a powerful occasion. The sales chance becomes considerably more qualified by there being a convincing occasion involved.
Why purchase from us?
Lastly, it is important to identify why the possibility would purchase from you. If you cannot definitely answer this, then you either don’t truly understand your prospect’s needs, you really do not entirely comprehend your offering and competitive differentiation, or possibly a little bit of both.
Included in the sales engagement process, work with the sales prospect to understand why they would desire to conduct business with you over the competition. Will not, or if they cannot, convey this to you, this really is not a qualified opportunity.
In qualifying sales by working to answer these three easy questions, you may drastically enhance your effectiveness. By focusing more on qualifying sales opportunities, you will enhance your sales effectiveness, your priority, and your focus.