Today, prospects are much more knowledgeable about your company and your competitor's products or services. They have identified their own needs and have started developing their own solutions - long before they even consider talking to a sales rep. According to a study by CEB, 57 percent of potential buyers are "ready to buy" when they first meet a sales rep. In this situation, sales reps no longer have control unless they figure out how they can add value to the prospect's decision-making process. BANT (budget, authority, need and timeline) alone is no longer enough.
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In order to better decide whether a prospect gambling data malaysia can actually benefit from your products and services, I would like to introduce you to a three-stage GPCTBA/C&I qualification process and explain the individual stages in more detail.
1) GPCT (Goals, Plans, Challenges, Timeline)
Ask your prospect questions and listen to them! What are their personal goals, what are the company goals? Can your products help them achieve these goals? How does your prospect plan to achieve their personal goals or the company goals? Based on your years of experience, do you think these plans will work? Is there a better way? Does the current plan require one of your products? What challenges are your prospects facing or will they face when they implement their plans?