The following is a process to follow when selling to evaluate ones chances in winning the business, and used as steps to make before you can close that sale.

 

1.     Is the prospective customer a real suspect, are they likely to match your needs and those of your company?

 

2.     Who if any of your competition are they already talking to or know of?

 

3.     What unique points do we have that will prove the deciders in winning this business?

 

4.     What are the time frames behind this requirement?

 

5.     Are we and our contact in the customer really happy that our solution fits and matches their needs and is unlikely to be bettered by somebody else’s solution?

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6.     Do they have the finances ready? I.e. budget in place and clearance obtained from any high level management veto sources.

 

7.     Doe’s our contact have the power to sign this business off?

 

8.     Is the need to change important? How real is the problem or issue behind the need? Is it something that will burn a hole in the companies finances if not attended to and solved soon?

 

9.     In company priorities, will our project take a front seat and be implemented or will it take a back seat and be forgotten? A victim of the Law of diminishing returns.

 

10.    Can we prove the cost justification in measured ways? i.e. Returns on Investment, and have these been approved using figures supplied by the client?

 

11.    How many buying signals have we received and from how many sources?

 

12.    When can we transfer the ownership of this solution? Implementation or instillation dates?

 

 

Johnny Herbert