Qualifying Resources Flashcards
What are the three resource areas that need to be addressed?
Time, Money and People
Give an example of a question to address time resources
What is the date by which you hope to have these results in place?
When would you like to start seeing results?
What are the three yellow lights for timing?
Too soon - address the concern of moving to quickly
Too far in the future - ask about the impact discussed and see why they are not acting sooner
No timeline - Help them understand the need to act
What are the three times you talk about money?
After opportunity qualification - have we qualified the impact
Before exacting the solution - before we present our solution with the price
At the decision making time - with the right person who can decide yes or no
What are two good questions to bring up the money conversation?
Have you thought about what level of investment is appropriate for the results we have discussed?
have you established a budget for this project/purchase?
What is the three part answer to the money conversation?
- I don’t know how much this will cost you. Every client situation is unique.
- However, other companies in similar situations, successfully achieving the results we have been talking about, ten to invest between x and y
- Can you see yourself falling somewhere in that range?
If the ranges discussed with money do not overlap what should you respond with?
How did you come up with that number?
What are the two types of concerns regarding price?
Logistic - how to get the funding, that is all we have in the budget, that is all we are authorized to spend or to start with
Value - what they think your services are worth
How to respond to that is all we think it is worth type of reasoning
Well, I appreciate your sharing that information. We may have a problem. I believe it’s possible to get you the results you’re talking about, but I don’t think it’s possible for less than $250,000 to $300,000. What do you feel we should do? (Or, “Give me some guidance; does that mean you would not want us to give you a proposal?”)
If the pricing conversation is turning red what is a good way to approach it?
Usually when we get to this point in the conversation, and we’re so far apart on the value of doing this, I find one of three things is happening. Either:
• you don’t believe in the value we discussed,
• you don’t believe that what we do will provide that value,
• you believe you can get the same value somewhere else for less.
“Is one of those three things happening?”
What are the three key beliefs a person has if they object and not because of money?
They don’t believe the value of the solution
They don’ believe what we do will give them that value
They believe they can get the same value somewhere else for less
Customer says “I don’t believe the value of the solution we have discussed” what should we say?
Well, If i didn’t have the confidence in the return, I’d question the investment myself. let’s revisit the numbers and see what you think is more realistic.
If a customer responds with “I don’t think you will be able to provide the desired result” We can respond with…
I’m glad you are willing to say so. If I had doubts, I’d probably question any investment. Let’s talk about your concerns.
A customer says “I think I can get this somewhere else for less. You say
If you can then you absolutely should. Let’s make sure we are having an apples to apples comparison. I would be willing to invest a half-hour of my time to go over the proposal together. I don’t want you to show me anything proprietary. Let’s just confirm the scope. We will see what they are going to do and what they will produce and see if that is the same as what we have in mind. If it is the same as us, I will advise you to go with them. If there are differences i will point them out. You still might go with them. At least you will be making a well-informed decision. Does that sound reasonable?
