March 19, 2003
Sales & Sales Management Newsletter
This issue deals with how "urgency" plays into qualifying prospects.
So Billy Bob did what all-good sales people do, he found some stand-by clients that would always buy from him - provided he would lower the price. He was well aware of the fact that nearly 60% of Mammoth Outlay Company's deals were closed in the last 10 days of the quarter.
To avoid a long, drawn-out, sales cycle, there must be real motivation to move forward quickly. You need 3 to 5 good questions to determine motivation. If you don't know the best 5 questions, you may brush-up on them here. If the prospect cannot give reasons why the deal should not be done very quickly, he or she is probably not a very good prospect. If you ask the right questions you can get the prospect to convince you that it is important to find a solution now. And if you have asked the right questions and answers indicate that there is no sense of urgency, you'll want to find another prospect to help you make your end-of-the-quarter quota.
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