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1.Are they in the market for what you are promoting in the next 0 to 12 months?
2.If yes, where are they in their 'evaluation'...have they just started looking or are they down to the final 2 choices from a larger list of possible choices? (gauges how much effort how quickly you may have to put in to win the deal).
3.Who are the competition? (gives you the chance to tell them why your offering is more superior to those that are currently being considered)
4.What sort of budget do they have? (60% won't tell you - but it's still worth asking).
5.If their requirement is for a product by volume, how many do they need? (Useful to find the answer if they won't tell you the budget).
6.Are you speaking with the person who has the authority to purchase - in other words, are they the decision maker? (If talking to the wrong person and there is an opportunity, it is worth making another call to verify the information you have just been given).
7.What has made them look to buy in the first place - what was the catalyst for this investment? (Helps qualify how serious they are in committing to purchase).
8.If you send information to them and it is of interest can you be included in the 'evaluation'? (if they are not too close to making a final decision AND...if you don't ask, you could be wasting your time. Best never to assume).
DON'T USE A SCRIPT. THE CONVERSATION DOES NOT FLOW PROPERLY. USE BULLET POINTS ON A SINGLE PIECE OF PAPER. AT COLD-CALL STAGE, PEOPLE DON'T HAVE THE TIME TO GO INTO LONG CONVERSATIONS - UNLESS THEY WANT TO AND THEY ARE GIVING YOU ALL THE INFORMATION YOU ARE WANTING FROM THEM. SOME PEOPLE ARE TIME WASTERS WITH NO NEED FOR WHAT YOU ARE PROMOTING - IF SO, TAKE CONTROL OF THE CONVERSATION TO EXIT WITHOUT WASTING MORE OF YOUR TIME.
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∙ 16y ago
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