ACTION 5: QUALIFY AND CONFIRM YOUR OPPORTUNITY
Qualify and confirm that They want to discuss a solution before moving on. Qualify that the buyer is the right person to advance the sale with, that they have the budget, and that they want to do something to address their POWNs. Then confirm that you have understood their situation correctly and that they are open to discussing a solution with you. The following questions qualify and confirm:
• “Before we go on, who else should be included in our conversation?”
• “What is the budget you have for this?”
• “What’s your timing for looking at solutions?”
TIMELY TIP
It’s easy to assume that someone who has shared information with you must want to act on that information. Not true! Before investing time and effort in collaborating about recommendations, confirm that they are open to a solution—and their timing. It will help you prioritize where to spend your time and energy.
A complete Investigation may look cumbersome and lengthy. Yet it doesn’t need to be. Depending on what you sell, three or four questions may be all you need to discover POWNs, qualify, and move forward. Other sales cycles may include several calls or visits to Investigate.