Decision Makers & Competition

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What is their timeline for making a decision
Who is your competition for this sale?
For all you sales managers out there – do you want greater control over your team? Do you want them to get out more qualified leads?

Simply put a checklist together for each lead that goes into the pipeline, and make your reps answer the six questions above.

If you’re a sales rep, remember you still must qualify for ALL SIX of these areas, but I believe now even more emphasis needs to be placed on the “Big Two”.

The internet is the reason why these two qualifiers are chile telegram data so important.

It is now estimated that because of the plethora of information available online (social media sites, websites, blogs, customer reviews, wholesale sites, etc.) that over 60% of a sale is already determined before a prospect even talks to a sales rep.

This means that the old sales standbys of yesterday, like “features and benefits”, are far less important than they used to be.

And that means competition and the decision tree is more important. Here are some techniques and questions you can use to qualify for these two important areas.

For decision makers, start with this basic question:
“And , besides yourself, who else weighs in on this kind of a decision?”

Asking this DM question in the assumptive (“who besides yourself”) rather than the closed-ended way of, “Are you the decision maker…” often times exposes who else is involved and can even reveal what the decision time-line is like, too.

Once they reveal they have to talk to their regional manager, boss, or partner, you can then begin drilling down on this.

Use any of the following layering questions:
“How are you involved in the decision?”
“How much input do you have in this?”
“If you make a recommendation, do they usually go with it?”