“Why is the prospect looking to buy?”
There is no more important question to a sale than that one, so it makes sense for it to be foremost in your mind. Discovering the “IT” Listen Up.
Go look at EVERY deal you have in the pipeline right now. If you don’t have all 3 of these questions answered
- Why do they want to change?
- What’s the impact of the current problems to them or their organization?
- Where do they want to be instead and how will they measure it?)
Then call your prospects and set up a meeting and get them answered.
If you’re a sales leader, find the 10-15 biggest and most important deals in the pipeline scheduled to close this quarter and next quarter and see if the reps have documented why their prospects are looking to buy.
If the reps haven’t documented the reasons and attached them to the opportunities, then schedule a meeting with every one of them and ask;
“Why is the prospect looking to buy?”
There is no more important question to a sale than that one, so it makes sense for it to be in the CRM.
Is it in yours?
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