Author: Megan A. Lloyd
The most frustrating moment and the biggest waste of time for a seller is a lost sale, and, even worse, when you come second in the race for a business that it ends up carrying another provider.
We mu st choose and focus on a priority basis to sales opportunities that we can win, and you really want to win. To monitor equal opportunities to all is very effective and, for wanting to close all sales, including low-value, we can leave aside the truly priority.
Our most valuable resource, time is as important as that of the director of our largest customer, we have the right and obligation to use it according to priorities and SMART objectives.
So how objective and systematic in what we can qualify sales opportunities need to invest more time?
Now, rate each of the items, from 0 to 9.
- If the score is 72 or close, come, devote yourself to follow up on that sale.
- If the score is low, is there not to pursue better opportunities?
In the priority opportunities, we also identify weak areas and strengthen them to magnify the potential for closure.
SCOTSMAN is a simple method that can be understood and used by all, and can even make a cross-check between the different areas, before devoting such as equipment, body and soul, passionately seeking a sale.
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