Qualifying prospects: A formula for success

This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey

any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or

use without specific written authorization of ValueSelling Associates is strictly forbidden.

Qualifying prospects:

A formula for success

Scott Anschuetz

CEO and Founder, Visualize, Inc.

for ValueSelling Associates, Inc.

March 11, 2014

Wuzzle

Did you know?

Over half of all salespeople close at less than

40% when pursuing a “Qualified Opportunity”

– 17% win less than a quarter of their potential deals

– 37% win less than half of their potential deals

– 46% win more than half of their potential deals

High performers are 2.5 times more likely

to be good at qualification than the rest of

the population.

* TAS - salesforce.com Blog 2014

Today’s topics

How much are you worth?

Pre-qualifying the best prospects/targets

The #1 reason a deal is not qualified

A consistent prism for qualification

Qualification objections assessment

How much

are you

worth?

Seriously, do you know what your hourly rate is?

Quota / 2000 hours = hourly rate

E.G. $1,000,000 / 2000 hours = $500/ hour

Multiply by 2X (Opportunity Cost)

Today’s topics

Identifying the profile

What are the

common characteristics

among your current clients?

Can you describe your best customers?

Industry

Business issues and

problems solved

Research (be prepared)

Research them and the company/agency

– Company/agency website

– Earnings report if public

– Google search the individual

– LinkedIn

– Business journals

– Associations

– Trade press

– Partners

– Local sales reps

Today’s topics

THE #1 reason for a slip deal

in an unqualified situation

But first…. definitions

Problem

Combination of people, process and

technology challenges

Business Issue

What customers need to address and

resolve to achieve business objectives

Value created by resolving business issues

Business

Objective What customer needs to accomplish

to maintain or grow their business

THE #1 reason for a slip deal

in an unqualified situation

Lack of connection to a legitimate critical Business Issue

Today’s topics

What impacts qualification?

Business Issue? Differentiation?

Value?

Power?

Should they buy?

A confirmation between buyer and

seller of the buyer’s unresolved

Business Issue and Problems; the

buyer’s vision of the Solution; and

the buyer’s articulation that you are

the only vendor who can deliver a

matching solution.

Qualified Prospect Formula®

Should they buy?

Will they buy?

The buyer's perception of the

impact or worth of resolving their

Business Issue. Includes the

individual’s perspective on the

organization’s gain, and his/her

personal gain in implementing

your solution.

Should they buy?

Will they buy?

Can they buy?

Understanding of and access

to the actual decision maker.

Includes utilizing your

authority over resources to

advance the opportunity.

Should they buy?

Will they buy?

Can they buy?

How they buy?

The mutually agreed upon

steps necessary to evaluate,

close the sale, and implement

the Solution to resolve or

achieve the Business Issue.

Should they buy?

Will they buy?

Can they buy?

How they buy?

Value?

Power?

71% of salespeople

simply talk product

*Sirius Decisions CXO Effectiveness Study, 2011

Value?

Power?

Things to keep in mind

Two people/organizations can and do make the same

decisions for different reasons

Value is uncovered – not created

Business Value

is customer-specific

Personal Value

is individual

Value?

Power?

Getting to Power

Identify Gain access Maintain

access

Value?

Power?

Confirm it in writing!

Every written message is an opportunity for the sales person

Take a proactive approach to managing the steps in the sales cycle

Be deliberate in understanding the prospect’s view of when

Action: Re-qualify every opportunity

Value?

Power?

Today’s topics

Should they buy?

(from us)

Will they buy?

Can they buy?

How they buy?

Qualification objections

Price QP=VMD x V x Po x Pl

QP=VisionMatchDifferentiated x Value x Power x Plan

Competition is better QP=VMD x V x Po x Pl

Not a priority QP=VMD x V x Po x Pl

No budget QP=VMD x V x Po x Pl

Summary

What are you worth?

High performers 2.5X

Business Issue #1 reason

QP Formula – prism

Potential Impact

– Business Issue

– Differentiation

– Value

– Power

– Plan

Complimentary review of your deal My team will review your deal and provide specific

feedback/coaching:

Email Scott Anschuetz directly

scott@visualize.com

At the end of today’s webinar

Download a copy of today’s presentation from our website:

– Go to www.valueselling.com

– Go to Resources > Webinars

Questions?

Next webinar

Closing the gap: Your sales process & their buying process

April 3, 2014

9:00 AM PDT

Jim Roche

Managing Partner

ValueSelling Associate

Visit the eStore at valueselling.com

ValueSelling tools

On-demand courses

Complimentary library of webinars and newsletters

Follow us!

ValueSellingAssoc

ValueSelling Associates

ValueSelling-Associates

@Valuselling

The proven formula for accelerating

sales results.

Thank you

Scott Anschuetz

scott@vizualize.com

+1 248 593 5455

Qualifying prospects: A formula for success

Sales

Transcript of Qualifying prospects: A formula for success

Qualifying presentation

Qualifying Quadrilaterals

Profiling & Personalization Case Studyvisitor profiling capabilities identified over 1,000 target accounts. An advanced scoring system for qualifying prospects and serving personalized

tvtonight.com.auSYDNEY PROGRAM GUIDE Sunday 17th November 2013 LIVE NATIONWIDE 06:00 am 2013 FORMULA 1® UNITED STATES GRAND PRIX™ 2013 Formula 1 United States Grand Prix - Qualifying

FIA Masters Historic Formula One ESTORIL CLASSIC - 21 e 22 ... · FIA Masters Historic Formula One ESTORIL CLASSIC - 21 e 22 Outubro 2017 Qualifying Provisional Classification Nr.

Formula Category Description Qualifying Conditions Staff ... · Boost High Protein Increased Calorie Supplement 30 cal/oz, high-protein, lactose-free, nutritionally complete; similar

Major Gifts Fundraising: Qualifying your Prospects 2013 Boston Major Gifts Fundraising Summit Event Date: September 19, 2013 Presented by: Michael Ibrahim,

INVITATION TO EXHIBITThe substantial exhibit times ensure that you will be able to fully explain your product while qualifying prospects, thereby minimizing unproductive follow-up

· 13:45 14:15 porsche mobil 1 supercup track qualifying session 14:30 14:40 fia track track inspection 15:00 16:00 formula 1 track qualifying session 16:00 17:00 formula 1 press

Qualifying Buildings

Memorandum - Texas · Nestle Page 2 Revised 7/5/18 ; TEXAS WIC FORMULARY AND MEDICAL REASONS FOR ISSUANCE JULY 2018 . Formula Name Category Description Qualifying Conditions Staff

FIA Masters Historic Formula One Championship · FIA Masters Historic Formula One Championship QUALIFYING - RACE 2 - FINAL CLASSIFICATION POS NO CL PIC NAME ENTRY TIME ON LAPS GAP

2015 MSA FORMULA CHAMPIONSHIPfiaformula4.com/wp-content/uploads/2015/08/153203msf1.pdf · 2015. 8. 8. · 2015 MSA Formula Championship QUALIFYING - ROUND 16 - CLASSIFICATION POS

QUALIFYING EXAⅣI

prospecting and you will be the master prospecting? … COMMUNICATION Qualifying customers 1 Discuss the questions with a partner. a How do you qualify prospects? b What separates

Qualifying Customers

Formula Category Description Qualifying Conditions Staff ...

… · Web view(d)“QVC 40” means that the good has a qualifying value content, calculated using the formula set out in Article 3.5 (Rules of Origin - Calculation of Qualifying

PREFACE - Employment and Training Administration · The Federal Tax and the Federal Unemployment Trust Fund ... Alternative Base Periods ... Regular UI Minimum Qualifying Formula

Qualifying WPS