Scotsman deal qualification spreadsheet
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For all your early leads this is a great way to qualify the prospects
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Scotsman deal qualification spreadsheet
- 1. SCOTSMAN SALES QUALIFICATION MATRIX Qualification Questions SOLUTION Have they told me they like my solution? Am I bidding on a new or unannounced product? Do I have a good reference in this sector? Are they already our customer in this sector? Do they accept our contracts? COMPETITION Are we on the shortlist? Does the prospect express a bias against us or for the competition? Is an existing supplier bidding? Does the competition have some unique or overwhelming advantage? Are there any current relationship problems? ORIGINALITY Have they committed our unique benefits to their decision criteria, either formally or informally? Has the prospect allocated time specifically to examine or strengths? TIMESCALES Has the prospect accepted our implementation timescales? Are the prospects plans realistic? Is the decision or implementation too far away to be worthwhile? SIZE Does the job contribute enough to the target? If not, is the potential of the account big enough? Will the job demand more resources than I can give? MONEY Is the quotation within the prospects budget? Answer Y/N Weighted Answer Y N Y Y Y 1 1 1 1 1 Y 1 N N 1 1 N N 1 1 Y 1 Y 1 Y Y 1 1 N 1 Y Y N 1 1 1 Y 1
- 2. Is the budget realistic? Am I much more expensive than the completion? Can they afford it? Can we afford it? AUTHORITY Am I taking to the decision makers? Can I talk to the decision makers? Do the decision makers know there's a decision to make? Do I have a bad history or rapport with the decision makers? Is anyone in the decision group new to their job? Are consultants involved in the decision? Do I have an inside salesperson? Do we addressed the personal needs of the key people? NEED Have I understood the outcome requirements of the decision makers? Have I linked all of the benefits and advantages of the solution to the desired outcomes? Do I / they understand the return on investment (ROI) Have I agreed the decision timetable with the prospect? TOTAL Y N Y Y 1 1 1 1 Y Y Y N N N Y Y 1 2 3 1 1 1 1 2 Y 3 Y Y Y 2 1 1 42
- 3. YOU SHOULD BE AIMING FOR THE MAX SCORE, WHICH IS 42. A SCORE GREATER THAN 36 MEANS YOU LOOKING GOOD BUT HAVE MORE WORK TO DO, LESS THAN 34, HAVE A LONG HARD LOOK AT WHAT YOU'RE DOING Action Action : What to you need to do to correct the situation or qualify out? Completion Date