Determine if your prospects have a problem that you can solve; that they want it solved; and they want you to solve it. If that’s not the case, they are disqualified, and it is over for now. If they meet the criteria, though, you can move to budget.
Do they have the money, time, and resources necessary for you to fix their problem? And, are they willing to spend it on a solution to this problem? The budget can be a lot more complicated than just, “do they have the money?” Time and resources can also be disqualifies. Do they have the time, information or other situational things you will need in order to solve their problem? If not, they are disqualified. If they do, you can move to the decision-making process.
You must understand the prospect’s decision-making process. Does the person you’re speaking with have the decision-making authority? How, when, where and why will they make their decision? If you can live with the answers, continue the process. If not, stop and disqualify them.
If you can’t discover the prospect’s pain (reasons for doing business), budget, and decision-making process, then anything you do going forward, besides walking away, is usually wasted effort on misinformed guesses. However, if you know the prospect has a problem that you can solve, sufficient budget, and you know the who, where, when, why, what and how of their decision process, then coming up with an appropriate solution should be relatively easy.
Do they have the money, time, and resources necessary for you to fix their problem? And, are they willing to spend it on a solution to this problem? The budget can be a lot more complicated than just, “do they have the money?” Time and resources can also be disqualifies. Do they have the time, information or other situational things you will need in order to solve their problem? If not, they are disqualified. If they do, you can move to the decision-making process.
You must understand the prospect’s decision-making process. Does the person you’re speaking with have the decision-making authority? How, when, where and why will they make their decision? If you can live with the answers, continue the process. If not, stop and disqualify them.
If you can’t discover the prospect’s pain (reasons for doing business), budget, and decision-making process, then anything you do going forward, besides walking away, is usually wasted effort on misinformed guesses. However, if you know the prospect has a problem that you can solve, sufficient budget, and you know the who, where, when, why, what and how of their decision process, then coming up with an appropriate solution should be relatively easy.