Sales people can be optimistic when asked to predict the likelihood of an opportunity converting into committed new business. How do you minimise the role that this plays when discussing or planning activity and new business pipelines or forecasts?
This proven electronic sales tool provides the sales person and manager with a quick and objective view of where you are in the sales cycle and the percentage likelihood of winning the deal.
Key Deliverables / Outcomes
- Understanding of what you know and what you need to find out within the opportunity
- A swift 'sense check' to expose the hidden risks in the sales cycle
- A tool to help sales professionals and managers plan the next steps to winning the deal
Summary Agenda
- The 12 vital questions that must be asked in every new business opportunity
- Flushing out the unknown and highlighting the way forward
- A robust and accurate percentage weighting for use in pipeline / forecast planning
This tool can be delivered as a stand alone sales aid or as part of a Longley Academy Sales Skills Training Programme.
Related Links
» e-learning
» Pre and Post Course Assessment
» Fit4 Assessment
» Longley Assessment Centres
