Improve Sales with MAD Prospects

Guest post by: John Brennan
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Adapting to Technology and the Internet - By John Brennan

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?

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Adapting to Technology and the Internet - By John Brennan

About the Author: John Brennan

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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 http://office.microsoft.com/en-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.
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