Qualify Your Sales...
Lose Quickly!
Qualify your sales to:
- find out if it is worth bidding
- identify potential "Showstoppers"
- create a win plan
- change their rules so that you can win
- identify the "Quit Points"
- escape a poor sale without upsetting the prospect or your own management
- gain commitments around budgets, timescales, decision processes and competition.
Learn how to ask the commercial questions fearlessly.
Learn to wear a business hat and not a sales hat to gain the trust and respect of your prospects.
- Win a higher percentage of your sales
- Turn sales around when you are losing
- Avoid wasting time on no-hopers
- Take control of your own destiny
- If you can’t win then Lose Quickly!
The biggest waste of time is the sale you lose. Big sales take a lot of time and resources.
Bidding and losing is both a business and personal catastrophe.
The top salespeople have a hit rate for the sales they bid of 80% to 90%. That is not because they are better at selling. It is because they refuse to get involved with sales that they cannot win. If they find an opportunity they don't rush blindly into it. They take a cold, hard look at it and decide whether or not to bid.
They have strategies to escape from poor sales without upsetting their own management and without upsetting the prospect. They have strategies to identify potential "Showstoppers". They use these showstoppers to produce a plan to change the rules and win the business.
They plan to win but if they are going to lose, they lose quickly.
We examine the criteria needed to decide whether or not a project is worthwhile using the SCOTSMAN® Mnemonic:
- Solution
- Competition
- Originality
- Timescales
- Size
- Money
- Authority
- Need
We examine the verbal skills needed to qualify the opportunities that arise.
We explain how to use these criteria to identify potential "Showstoppers”. Once identified, we see how we must change the rules if we are to win the business. We must gain commitments from the prospect to enable us to win.