You have a deal forecasted to close in less than 3 months. You’re at the end of your sales process since your typical sales cycle is 6 months to 2 years. You’re trying to tie up all of the loose ends and you don’t want to leave anything to chance. As a sales rep, you feel good about the deal. But when your management asks these crucial questions, do you know the answers? Will your answers make or break your quota?
Answer these 8 Key Questions
- Which level(s) of the organization are you solving problems for? Do you know how it links to line-of-business executive goals?
- Is this deal a high priority to the executive(s) that runs the particular line of business(es) you are selling to? With whom and when did you confirm this?
- What is the compelling event to these executives? Why and who told you?
- Based on what the buyer cannot do currently, do you understand the specific impacts (business, financial, personal, reputational) to everyone involved in this buying decision?
- Do you understand their current state and their desired state to best ensure you can help them accomplish their desired business outcome?
- Has anyone told you that your products and services have superiority over the competition? Who and when?
- Does the buyer have sufficient budget? Or do they have the ability to gain access to such?
- What will happen if the buyer does nothing?
Take the Blinders Off
If you are at the end of your selling process and, more importantly, if the buyer is at the end of their buying process, you should know the answers to these questions. Not knowing puts you behind the eight ball – and will make or break your quota. It’s like selling with blinders on. Don’t “hope and pray” that the deal will close when you have it forecasted. Attaining your quota depends on it.