From the course: Sales Strategy: Qualifying Opportunities
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Confirming customer timelines
From the course: Sales Strategy: Qualifying Opportunities
Confirming customer timelines
- Time is another very straightforward, quantifiable question. We're simply establishing the timeframe we're able to work within. And if there's a hard deadline we need to meet. So, this is understanding when the customer would either like to buy or need to buy. Some customers have deadlines they need to meet. Such as, contract renewals, events that require your product or a time that they might lose their budget, such as the end of a financial year. Alternatively, some customers might just want to buy soon because it's a current pain they want to remove. One that's grown over time and is starting to become a real problem. But establishing this, is crucial for two main reasons. You can use it to sell with. If you know your customer's needs to purchase by a certain time, then you can use that urgency to get a deal closed and move on. You shouldn't hold them ransom, as that's bad practice and won't result in a long-term…
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