Pre-Requisites of a Sale
Performing a thorough assessment will help you gather critical information needed to move the sale forward.
Pre-Requisites Overview Sales Training
Does your prospect meet the "5 Pre-Requisites of a Sale"?
Asking good questions and gathering this information will help you ultimately position your proposal for the best chance of closing.
A Recognized Need
What issues does the prospect have? What are the implications of these issues?
A Viable Solution
Do you have a solution for the prospect's needs?
Value Justifies Cost
Can you quantify the prospect's pain points, and show them how your solution will make them more profitable and productive?
A Sense of Urgency
Do you have enough urgent pain points for the customer to move forward with your solution?
Authority to Buy
Are you working with a decision maker? You can satisfy 4 out of the 5 pre-requisites, but if you aren't dealing with the decision maker, the deal won't close.