Selling Your Value Proposition

Prospects

In the case of transactional salespeople, the questions and the buyers within the organization are straightforward:

• Does the prospective customer have a budget?
• When and how does the company plan to make a purchase?
• How will the decision to buy be made?

These are all qualifying questions that the salesperson should ask in order to turn the prospect into a qualified prospect. This description makes qualifying sound easy and, in some cases, it is. However, in others the initial contact may be someone who is merely ‘shopping’ on behalf of a potential buyer, so the salesperson will need to uncover this relationship and try to gain access to the ultimate decision maker.