completed for a goal to be achieved. Budget helps a rep understand if a prospect can afford your company’s solution. Authority tells a rep who else from a prospect’s company will need to be involved in order for it to close.
Consequences and implications
Why is a prospect’s timeline what it is? What will happen list of austria consumer email negatively if they don’t achieve that goal on time? What will happen positively if they do?
“The negative consequences and positive implications allow us to understand a prospect’s sense of urgency in achieving that goal,” Beth says.
Knowing the consequences and implications will help a rep understand how the other factors can impact a prospect and their company. Will hitting their goal result in the prospect getting promoted? If a goal isn’t achieved, will the company lose its funding? Is the timeline arbitrary because the goal just needs to be accomplished eventually?
“It’s obviously going to be a much harder sell if there’s zero sense of urgency,” Beth says.
Consequences and implications give a rep a sense of how much effort it’ll take to make a sale and provide them with leverage that they can use to shape their sales process.