10 Questions You Need to Answer Before You Can Close a Sale by lisafugere

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10 Questions You Need to Answer Before You Can Close a Sale
by lisafugere

Every sales expert will tell you that the key to closing a sale is accurate lead qualification. So before you even begin to think about closing, you need to make sure you?ve done your homework. Use sales intelligence to answer these 10 questions, and you?ll save yourself a lot of wasted time trying to close the wrong deals.

    What unique insight do you know about the individual to whom you?re selling?
    Who will make the final decision to know?
    What are the company basics (i.e.: size, location of HQ, industry, etc.)
    What do the company?s financials look like?
    In what is the company engaging on social media?
    Who are their biggest competitors, and what are they doing?
    What does their industry landscape look like, and what terms, trends, and concepts are relevant to their industry?
    What are their problems and concerns?
    Are they in the news? If so, for what?
    What objections are they likely to have?

Once you?ve answered these questions, and you still think the prospect is the right fit, then you?re ready to move forward with a deal. A premature acceptance of an opportunity will only lead to loss down the road, when it?s most painful.