2. WE’LL COVER…
• Why qualification
matters
• Simple four step
process:
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
• No guessing
3. QUALIFICATION MATTERS
• Don’t be fooled (leave
those happy ears at
home)
• Don’t waste time on
lost causes
• Forecast accurately
4. IS THERE AN OPPORTUNITY?
• Is:
The customer's
requirement clear?
The customer's financial
condition good?
There access to funds?
There a compelling
event?
5. CAN WE COMPETE?
• Do we:
Know the formal
decision criteria?
Have a solution fit?
Have the resources to
complete the sale?
Have a current
relationship with the
right people?
Provide unique business
value?
6. CAN WE WIN?
• Are we:
Supported inside the
customer?
Trusted and credible?
Compatible culturally?
On top of the informal
decision criteria?
Aligned politically?
7. IS IT WORTH WINNING?
• Do we understand:
The short term revenue?
The future revenue?
The profitability?
The degree of risk?
The strategic value to
our company?
8. NO GUESSING
• If you don’t know, ask
• If you don’t
understand, ask why
• Slow down for amber
• No is better than
maybe
10. MIKE MCCORMAC
About Contact
• Mike McCormac founded Sales • Connect on LinkedIn
Success and More to help • Follow me on Twitter
professional sales people selling • Email me
high value services achieve more
• Phone +357 99 860725
• He has an MBA and his sales
background includes over 15
years success selling IT services
and outsourcing
• Mike works mainly in the UK and
Cyprus