Opportunity Qualifier™

 

In order to tackle the dilemmas we face in forecasting, The Chapman Group has developed an objective means of determining the probability of close of an opportunity, thus increasing forecasting accuracy. Applying metric-based opportunity qualification entails creating a checklist template of multiple-choice and yes/no questions that can be asked of 90% or greater of your prospects within a decision-making process. These questions, which constitute the Opportunity Qualifier™, should help you gain insight into your prospect’s buying or decision-making process. You could execute your sales process flawlessly and still lose business due to a lack of awareness of the true dynamics decision-making process.  

 

The Opportunity Qualifier™ focuses on seven key areas of assessment of the opportunity. Those areas include:

 

     · Qualifiers / Situational Assessment

 

     · Financial indicators

 

     · Activity Performance

 

     · Relationships

 

     · Sense of Urgency

 

     · Key Indicators 

 

The Opportunity Qualifier™ acts as a template / list of questions for you as a sales person to ask throughout the sales process to your decision-maker, influencers, and your internal champion within your opportunity. (Note: Different qualifiers for different products and/or different size deals can also be implemented.)

 

Applying metrics to your opportunity qualification process will enable you and your organization to:

 

     ·  Optimize your success through a common language

 

     ·  Facilitate objectivity, collaboration, identification of the true value

        proposition, and the creation of a sense of urgency

 

     ·  Shrink the gaps in your sales process

 

     ·  Shorten your sales cycle

 

     ·  Focus on the “best” or most “highly qualified” prospects within your

        funnel

 

     ·  Increase your close ratio

 

Gap Analysis

The Opportunity Qualifier™ is not a tool for management, but a tool for the salespeople. Once the Opportunity Qualifier™ has been completed, a Gap Analysis Report is generated. This report is essentially a “Coach in a Box”. The Gap Analysis is designed to mentor the salesperson on where to focus and what to do to accelerate the process to win the business. This report provides a summary snapshot view of the gaps in your selling process and your opportunity's buying process and provides you with a recommended action plan to bridge the gap to close your opportunity and win the business.