Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals: The Innovative System for Maximizing ... Your Customers Achieve by Bill Stinnett

Author:Bill Stinnett
Language: eng
Format: mobi
Publisher: McGraw-Hill Education
Published: 2007-01-15T14:00:00+00:00

Figure 5.7 Opportunity Scorecard Guidelines 11-20

The probability of an opportunity is a very fluid measure. Part of our job is to evaluate the quality of the opportunity frequently so we always know where things stand. But another part of our job is to do all that we can to try to improve the quality of the opportunity as we go along.

Let’s imagine that you used the opportunity scorecard to qualify a deal, and scored it at 56. The question is whether the deal is destined to forever be a 56, or whether we can turn it into a 78 by meeting more people, asking more questions, and helping our customer take the steps they need to take in their buying process. Using the opportunity scorecard will guide you in your efforts to make the most of every sales opportunity.

A participant in one of my workshops in London asked, “If you know for sure that you are going to get the order, do you still need to spend all this time doing all of this qualification stuff?” That’s an interesting question.

I suppose if you had some way of knowing “for sure” that you were going to win a given sales opportunity, then you would have no reason to qualify. However, I wonder how a salesperson would conclude that they were “for sure” going to get the order in the first place.

I suspect that it would have to be a client that had a strong relationship with you and your company. The client would have to know exactly why they were buying, how they would use your product or service in their business, and have a reason to buy in a certain time frame. They would obviously have to possess the resources to buy and believe that the investment in your solution would provide a favorable return.

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