Key Account Management Training
Marketing
Training on Key Account Management
Questions to qualify the prospect in an inbound sales situation. The buyer shows interest in the first meeting in an up-on-sales situation, the buyer begins showing some interest after a few reach outs. However, it is fair to assume that all the people who show interest are not the ones who can make a purchase within a short time. This could be because of need fitment, decision-making capabilities, budget, and timelines to decide to name a few.
How do we find out whether the buyer is qualified or not? By asking the right sets of questions first, we would have to find the need fitment. What is it that you would like to call out as an issue you're facing now? How have you been solving the same problem in the past or has it come to surface only now, who on your team will be affected because of this? Is there any specific method slash technology slash process you have in mind that you would like to utilize? Second, we would have to find the impact in timelines to decide. Is there any timeline that you would like to have the problem solved? What sort of impact has this problem caused you? What do you think will happen if the issue is not solved by the timeline? Third, we would have to find the decision-making power.
How have you made a decision that was something closer to this purchase? Who in addition to you will be involved in such a decision making? Will they be attending our subsequent meetings or will I have to meet them at some point in time or will this just be you? Will it be possible for me to understand their success criteria out of this engagement? Can I speak with them? Fourth. We would have to find a budget-slash approval allotted. Is this project budgeted? Have you taken this for approval? Have you been able to identify the loss you are incurring because of not solving the problem? Have you got the approval for the method slash process slash software also or are you open to a new way of solving the same problem?
Based on the indicative sets of questions as listed above, you can come to a conclusion on whether the buyer is qualified enough to spend additional time and put additional effort. It is better to disqualify the buyer as early as you can so that you don't a Euro trademark T end up wasting time and effort. Connect with covelo consulting either on the blog or on the social media channels and get the latest insights on B two B sales, digital marketing, and analytics. Excited to connect with you again on the next video or the next blog in your