Three stages of qualification: interest, money and decision |
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| | | 2011-05-16 | No history |  | Add My version | | download mind map 173491577.cdmz (mindmap file created by ConceptDraw Office MINDMAP)
| | | | This map was developed by Jim Martin the Author of “Ultimate Selling”. This map is useful in that it covers the three stages of qualification; interest, money and decision. This map supports a webinar given by Jim that contains lots of useful sales tips in the all important qualification portion of sales. http://www.ultimatesellingsolutions.com/ This map was built using ConceptDraw MINDMAP 7. | |  | | | outline | | Qualifying on Interest
Establish Credibility
References & Testimonials
Only as needed and at the appropriate time
Knowledge & Professionalism
Business Sense
Your Presence
Define Interest
Determine Pains/Gains
Internal
Expense Reduction
Waste
Manpower
Other
Biz Process Improvement
Money/ROI
Employee Retention/Satisfaction
External
Business Improvement
Revenue Improvement
Customer Satisfaction/Retention
Competitive Advantage
Market Share Leader
Define Vision & Needs
Impacts to Buyers/Users
Personal
Professional
Timelines
When is solution required ?
Desired or Preferred Dates
Critical Requirement Dates
Other (i.e. Unknown)
Validate Commitment to Act
Go / No Go Decisions
Green
Keep Moving
Yellow
Caution - Re-Qualify
Validation is continuous from initial interaction to conclusion of the process, with a result of disqualified, future or on to confirmation.
Red
STOP - No Movement till Green
Qualifying on interest may require multiple interactions.
>>New Map
Qualify on Money
Money Allocated
When & How Available
Capital $$
Operating Expense
Other
I.E. State: Municipal Bonds
3rd Party Finance
Source
Any Issues?
Budgetary
What happens next?
Financial Analysis
Internal
Hard Numbers or Estimates
Cost of Goods
Operational Expense
Others
External
Customer Retention
Market Share/Dominance
Others
Hard Numbers or Estimates
Go / No Go Decisions
Green
Keep Moving
Validation is continuous from initial interaction to conclusion of the process, with a result of disqualified, future or on to confirmation.
Yellow
Caution - Re-Qualify
Red
STOP - No Movement till Green
Qualifying on money may require multiple interactions.
>>New Map
Qualify on Decision
ID Decision Making Process
Technical
Financial
Legal
Procurement
Others
Sequence of Events
RFP
RFI/RFQ
Direct Selling
Define Acquisition Process
This provides input for qualifying on money as they are related.
Purchase
Lease
Operating
Lease/Purchase
Decision Tree
Can you interface directly with all DIR's
Decision Makers
Influencers
Recommenders
3rd Parties
Consultants
Centers of Influence
Referrals
Re-Affirm Commitment to Act
Go / No Go Decisions
Validation is continuous from initial interaction to conclusion of the process, with a result of disqualified, future or on to confirmation.
Green
Keep Moving
Yellow
Caution - Re-Qualify
Red
STOP - No Movement till Green
Qualifying on decision may require multiple interactions.
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