What Makes a Qualified Prospect Qualified? - Part 3

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

13. Competition

What other companies are also being considered and why?

Who is favoring the other company's solution and why?

What are the Prospect’s likes or dislikes about their current supplier?

If the Prospect had a wish list and could have or change anything he wanted with their current or a potential supplier, what would be on the list?


14. Locations

Are decisions centralized (one location makes the decision for all locations) or decentralized (each location decides for themselves)?

How many locations, subsidiaries, partners, alliances and/or joint ventures are there and do we do business with any of them?

Is it possible to sell your solution on an enterprise wide basis rather than a departmental or business unit basis?

Do any other locations have an existing relationship with your company, partners or affiliates?


15. Confidence

Does the Prospect trust you?

Have you established credibility?

Does the Prospect know the company you represent?

Does the Prospect believe you sincerely have their best interests at heart?

Does the Prospect have confidence in your company's ability to provide them with and support your solution that works?

REPRINT PERMISSION
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.