Deciding who is worth pursuing.
WHY IT MATTERS MOST
Time spent on deals that will not close is the largest waste in selling.
WHAT TO ESTABLISH
Whether they have the problem Whether it matters enough to act Whether they can pay Who decides When they intend to decide
WHY THE SECOND POINT IS DECISIVE
Most deals are lost to inaction, not to competitors.
WHAT TO ASK ABOUT URGENCY
What happens if they do nothing.
WHY THAT QUESTION
If the answer is nothing much, there is no deal.
WHAT TO ASK ABOUT BUDGET
Whether money is allocated, and who controls it.
HOW TO ASK WITHOUT AWKWARDNESS
Describe typical investment, and ask whether it is in range.
WHAT TO ASK ABOUT DECISION-MAKING
Who else is involved What the process is What has happened with similar decisions
WHY THAT LAST ONE
Past behaviour predicts the process.
WHAT TO DO WHEN QUALIFICATION FAILS
Disqualify, politely and clearly.
WHY
It frees you, and it respects them.
WHAT TO SAY
That it does not look like a fit, and why.
WHAT THAT PRODUCES
Occasionally, a correction that reveals a real opportunity.
WHAT TO AVOID
Keeping unqualified deals in a pipeline to make it look healthy.
