The Art of Qualifying For Decision
Myra, a sales manager, scheduled a meeting with George, a salesperson who reported to her to discuss his closing ratios. She was concerned about the high number of presentations George was making that resulted in a “let’s think it over” response.
After a little discussion, the two were able to identify the problem. George wasn’t qualifying his prospects on their decision-making process….and as a result, he wasn’t actually connecting with decision makers. He was spending a lot of time spinning his wheels with people who couldn’t actually move deals forward for him, he wasn’t getting the information he needed, and he was closing far fewer sales than either he or Myra wanted.
Myra came up with some questions that she suggested George ask before agreeing to deliver a presentation to anyone; George agreed to practice those questions and ask them during his discussions with prospects.