| Proposals are important in business. This article will | | | | just want to pick your brain for free ideas. |
| help you understand what is involved in submitting | | | | 3. Perhaps they do have a sincere interest but |
| one for business. | | | | don’t have decision-making authority. |
| Your time is extremely valuable and should not be | | | | Maybe they want to collect information and |
| wasted on prospects that have no interest in | | | | run it by their boss. |
| developing a business relationship with you. | | | | If you ask your prospect to explain the need |
| Yes it’s important to find out if the | | | | they have and they are able to do so with a fair |
| prospect has budget for your product or service. | | | | amount of detail it proves that this need is real |
| And it’s very important to uncover their | | | | and one they’ve given some thought to. It |
| decision making process. However, if you are to | | | | also shows you they find it to be important. If |
| truly qualify an opportunity, and avoid being taken | | | | they are unable to articulate the need either the |
| advantage of, there are 3 other things you must | | | | need is not very strong, and therefore they have |
| understand first. They are: | | | | no real interest in your product, or you are talking |
| 1. Can the prospect clearly explain their need? | | | | with the wrong person. |
| 2. Do they feel this need is important? | | | | You’re insight into how well qualified the |
| 3. What is their motivation for fixing it? In other | | | | opportunity is crystallizes when your prospect |
| words how will they and the company benefit? | | | | explains to you how they and the company will |
| Confirming they do have budget and that they | | | | benefit from satisfying the need. |
| are currently interviewing several vendors is not | | | | Finally, if they openly and sincerely answer your |
| enough information to consider the opportunity | | | | investigative questions this is a strong indicator |
| qualified. Here are 3 reasons why: | | | | that they are open minded and have not already |
| 1. They might want to get information from you | | | | chosen the company they intend to do business |
| to renegotiate with their current supplier. | | | | with! |
| 2. They might have zero intention of buying, and | | | | |