Ed Trachier, CEO

When it comes to new business prospecting, one important qualifier stands out above all others.

I discuss the primary qualifiers of a prospect with my clients frequently.  They are:

• Need
• Budget
• Time-Frame
• Decision-Making Authority

What may seem somewhat counter-intuitive, is that the decision-maker is always the most important qualification criteria. 

Sometimes, we as salespeople overlook the fact that there is a reason a VITO (Very Important Top Officer) is taking the time to meet with us.  We may not have all the facts.  We may not know the true intent of the decision-makers action of accepting our offer to meet.

One thing is clear, though — Take the meeting!

If you are sitting across from, or on the phone with, the decision-maker, you always have a great opportunity to close business.  Good Luck!

-Ed Trachier

Ed Trachier is Founder and CEO of OnTarget Partners.  He can be reached at 469-200-4901, or via email at trachier@ontargetpartners.com.