sales.

Top 6 Factors for Killing an Opportunity or Prospect

I hear this question a lot..."When should I move on?"

You have left 6 messages and haven't received a return call.

You have a prospect and things were moving along pretty well and now you can't get them back on the phone.

Should you move on?

First, the data is clear on this - it takes an average of 8 attempts - eight! - to reach a prospect. And if it's a prospect that is already in the sales process, you probably screwed something up....

Second, whether or not you should move on is dependent on six factors. I'll list them here:

Factor #1 - The Size of Your Prospect Pool: If you have thousands of potential prospects, it's easy to say, "next!", while if your pool of potential prospects is limited, "next" is not a viable option.

Factor #2 - The State of Your Pipeline: If your pipeline is filled with quality opportunities, it's easy to say, "next!", while if your pipeline is on the empty side, "next" is not a viable option.

Factor #3 - Competitive Nature: If you don't mind losing, it's easy to say, "next!", while if you can't stand to lose, "next" is not a viable option.

Factor #4 - Odds: If you don't have much of a chance to win the business, it's easy to say, "next!", while if you have a good chance to win the business, "next" is not a viable option.

Factor #5 - Profiling: If the prospect doesn't fit the profile of your ideal customer, it's easy to say, "next!" while if they are right in your sweet spot, "next" is not a viable option.

Factor #6 - Leverage: If the prospect was using you to keep their existing vendor/supplier honest, it's easy to say, "next!" while if low price isn't a factor and there isn't an existing vendor in place, "next" is not an option.

Can you think of any more?

Author:.

Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development.  He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles...

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