Don't waste time chasing deals you can't win - find out what's needed to win those you can. Discover the questions to ask to determine your likelihood of winning the deal and then to progress the deal to close.

When sales professionals talk about deals to each other, they often begin with some variation of the question, "Is the opportunity qualified?". It is surprising, therefore, that poor qualification remains the single biggest reason that sales opportunities fail to close, slip to the next period, or are lost to a competitor.

The definition of the best way to qualify an opportunity is something that most sales professionals will wrestle with during most of their working lives. The Entrepreneurial Salesman, however, being at the top of his profession, has no need to wrestle: he is an expert at qualifying, able to exert the perfect blend of art and science. He will have process - and, therefore, structure - and both the skill and the confidence to execute.

Accurate qualification makes sure you work on the right deals at the right time. Expend too much effort on a deal too early, for example, and it's a waste: that effort could be used elsewhere to close another deal. Qualification, therefore, is about prioritising sales opportunities. This helps you determine whether the opportunity is real, whether the customer has the means and desire to buy, and whether you want to pursue it.

Let's face it, when you have limited resources at your disposal, you want to make sure you use them for maximum return. The bottom line is that you want to hit your target and make money.

Why our Qualification Tool?

Our Qualification Analysis tool gives you an immediate visual representation of three vital aspects of any deal you are qualifying and pursuing:

• The information you know and the information you need to find out

• Where the deal sits in your pipeline

• The buying roles - the company contacts that will help or hinder the close

Use the tool in combination with our description of the buying process and you'll immediately find yourself gaining increased control of your business by expending effort where it has real effect. Don't waste time chasing deals you can't win and find out just what needs to be done to win those you can.

What do I get?

The Qualification Analysis tool is delivered as a PDF file, comprising an introduction to qualification best practice, a primer on using the tool, and a template for copying and using for every deal you wish to qualify.

Download this tool for free - you may share it, post it, print it, or copy it for personal use.

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