Review the Skillsoft Job Aid, “Preparing to Qualify a Prospect.”
Choose one of the products or services your company offers, or think of an idea you had to sell a product. Then, follow the steps in the Skillsoft Job Aid: Preparing to Qualify a Prospect
Preparing to Qualify a Prospect
Purpose: Use this job aid to help you prepare to qualify a prospect.
The first step during a detailed analysis is to research the prospect and how your product or service can resolve the prospect’s business problem.
|Area of research||Question|
|Ideal customer profile||What is my ideal customer profile?
– Type of industry
– Annual revenue
– Number of employees
– Customer base
– Corporate values and culture
|Prospect’s business situation||What is the current business situation of the prospect’s company?
Is the prospect in a buying position?
|Prospect’s goals||What are the goals of the prospect?|
|Prospect’s needs||What is the prospect’s business need?
How great is that need?
How can my product or service help address the need?
|Prospect’s decision-making process||Who is the decision maker?
What functional area does the decision maker belong to?
What should be the focus of my sales pitch?
|Objections||What are some of the possible objections the prospect may raise?
What are two solutions that I can offer to each of these objections?
|Claims||How can I back up my claims that my product or service will resolve a prospect’s business problem?|
|Competitive edge||Why would a prospect want to buy my product or service?
How will my product or service contribute toward the prospect’s competitiveness?
|Commitments||What commitments do I want from the prospect?|
|Prospect’s success criteria||What success criteria will the prospect use to judge my product or service?|
A qualification meeting can provide further information about a prospect. To plan for this meeting, it’s useful to create a meeting worksheet.
Step 2: Planning a qualification meeting
|My objectives||My strategy||My agenda|
|What do I want to achieve from a qualification meeting?||What strategy can I employ to ensure a prospect is willing to meet me?||What questions do I need to ask to follow up on the results of my research?|
|What are my company’s and my prospect’s business objectives?||What value do I bring to the meeting?||How do these questions align to my objectives?|
|How do my objectives meet my company’s and my prospect’s business objectives?||What are the advantages of my product or service?|
|How can my product or service help solve a prospect’s business problem?|