Most salespeople are quick to start their pitch to anyone that will listen. It’s a big mistake that causes them to waste time creating proposals for people that will never buy. Instead, find out if these 4 simple conditions exist before you waste time on creating a proposal.
1. Does the prospect have a problem that you can solve?
2. Is the problem serious?
3. Does the prospect have to do something, or is the status quo okay?
4. Does the prospect have the necessary resources ($$$) to eliminate the problem?
Unless these 4 conditions exist, you really don’t have much of a chance to make a sale. Think about it.