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:
- 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 is Founder and CEO of OnTarget Partners. He can be reached at 469-200-4901, or via email at firstname.lastname@example.org.