Try some of these questions to find out if your prospects are truly MAD.
Money • Whose budget is this coming out of?
• How much have you set-aside for this project?
• How are you proposing to fund the project?
• What is your company’s process for funding these types of investments?
• When does the budget process begin?
• What are the steps in your budgeting process?
Authority • What is the decision-making process for this project?
• Who else do you need to consult before making a decision?
• Is there any one else you think I should talk to about this project?
• Whose head will roll if this project is not a success?
Desire • What are your top three sales/marketing goals for this year?
• How important are these goals to your company’s growth plans?
• How does this project fit into your sales/marketing plans?
• How do they support the company’s growth strategy?
• What typically happens to managers at your company who achieve or exceed their goals?
• What happens if you do not achieve these goals?
• What are some of the solutions you have tried in the past (or currently using)?
• What results did you get?
• Were those results acceptable?
• What other methods did you consider to achieve your goals?
• What kinds of solutions are you considering this time?
• What results do you expect?
• What thoughts do you have about measuring results?
• Are you open to considering some creative ideas?
• What other firms are you talking to?
• Do you have a specific proposal from them?
• What is in it?
• What criteria are you going to use to select a partner?
• Which criterion is the most important to you?
• Do we have a shot at this?
Improve Sales with MAD Prospects - To learn more about this author, visit John Brennan's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 You Cant Serve Everybody so Disqualify Most
|
| |
Web content guru Gerry McGovern recently wrote… “Every time you serve someone, you make someone else wait.”
|
|
How To Close More Sales
|
| |
Do you want to close 80% more of your sales?
|
|
Documenting your sales process helps you grow revenue
|
| |
How do your prospects buy your product or service?
Does a single decision maker buy on the spot, or does s/he go through many steps and approvals first?
Or perhaps there are multiple departments involved over ...
|
|
Sales Prospecting Techniques
|
| |
What is it that makes one sales prospecting technique work like magic and the next not? Is there a secret to developing a sales prospecting technique that consistently delivers a good, steady stream of warm, if not ...
|
|
Win More Business by Choosing the Right Sales Activities
|
| |
The hard work of your sales activity can pay off for you if you take a systematic approach to it. Calculate your sales ratios. Track your activity. Measure your activity against the sales ratios and modify it where ...
|
|
|
John Brennan
(Visit John's Website)
John Brennan Ed.D.
Dr. Brennan is President of Interpersonal
Development, LLC, a training and
development firm. Interpersonal
Development has provided sales training
and coaching to more than 3,000 sales reps
from over 100 companies.
A native of Australia, Dr. Brennan
received his doctorate from the University
of Rochester. His dissertation researched
the effectiveness of Behavioral Modeling
Technology in training people in
interpersonal skills. While he has spent
most of his career designing or delivering
training, he was also a Vice-President of
Sales of a training and development
franchise with operations in 25 markets.
Dr. Brennan has designed and delivered
sales training in North America, Asia,
Europe, Australia and the Middle East. He
has been a guest speaker at numerous
national and regional professional
conferences.
When Microsoft wanted Best Practices
articles on sales for their web site, they
called Dr. Brennan. The results are at office.microsoft.com/e
n-us/FX011387391033.aspx
His firm’s clients have included Volvo,
The Prudential, Merrill Lynch, Eastman
Kodak, Gannett, Equifax Europe, the
Economist Group and countless small
businesses.
|
|
 |
|
|
John Brennan's
Complete
List Of
Sales
Articles
|
|
|
If you enjoyed this article, get John Brennan's Complete List of Sales Articles For FREE!
|
| |
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
