What Makes a Qualified Prospect, Qualified? Part 4 of 4

By Ron LaVine, MBA
President of Accelerated Sales Training, Inc.
www.ast-incorp.com

16. Resources

Does the Prospect have the time and staff necessary to conduct an evaluation?

Does the Prospect have the time and staff necessary to prepare a cost justification?

Does the Prospect have a budget available or access to discretionary funds?

Does the Prospect have the right physical environment for your solution?

What are the bare minimum requirements for your product or service to work?


17. Next Steps

After summarizing your conversation, follow up with a next step question such as:

"What's next?" or "What's the next step?"

"Where do we go from here?"

"If we had a solution that would help you do a better job than your current solution what is the process you go through to look at new solutions?"

"What do we need to do to move forward on this?"

What actions need to be taken by you and the prospect to get them to evaluate your solution?

Have you set up a SALES M.A.P. (Mutually Agreed upon Process™)?

What day and time do these actions need to be completed by?

What is the time-line or what are the milestones for moving the sale to its completion?

Next steps need to be time and date specific. "I'll call you back next month" is not the same as "We'll speak next Tuesday at 3 p.m. Eastern Time to discuss the merits of the proposal after you have had the opportunity to review it with your peers, correct?"


Examples of Next Steps

Do you have permission to send literature, an email or a fax while also setting a specific date and time to call to be sure the information is received and to answer questions or discuss the materials?

Is the Prospect willing to accept your proposal or do they want a demonstration or presentation?

Is a call required to answer or clarify any complex issues?

Are you in the habit of following a phone call with a fax or an email?

Do you follow a fax with a phone call or an email?

What about following an email with a phone call or a fax?


Conclusion

If you or your sales force has not defined the characteristics of a most profitable prospect, it is time to do so. Consistency of definitions and the use of a well-defined cold calling system result in prospects well qualified and ready to buy what you are selling.

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Ron LaVine, MBA is president and founder of Accelerated Sales Training, Inc., a live cold call training firm located in Oak Park, CA. If you would like information on How to Make Successful Cold Calls – Live Call Training please call Ron at 818-519-3852 or visit www.ast-incorp.com. © 2011 by Accelerated Sales Training, Inc.