By J. M. Pimbley

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34 Mastering Technical Sales: The Sales Engineer’s Handbook Hint: Reward Me for Being Smart As an SE you may need to ask for additional data outside of the RFP. This could be economic, technical, or business information. You may also request a formal one-on-one meeting with the end users. Frequently, the prospect will reply that they would then have to provide that data to all vendors. Suggest that they provide that data or access only to those vendors who ask. ” Strategies for Avoiding an RFP Despite all indications to the contrary, there are creative ways of avoiding an RFP.

Hint Often, the prospect will be reticent to provide some of the information discussed next. A stubborn prospect may need to be reminded that their own sales organization goes through exactly the same process to qualify a lead. 1 Typical Lead Qualification Questions Questions Posed by Telemarketer Budget Do you have a budget for this project? Can you tell me what the total budget is for the project? This helps us determine which level of solution may be appropriate for you. Time frame When do you expect the purchase to be completed?

I had assumed they each knew about the internal group and would certainly have discussed that option with them had they asked. Of course, politics ran its course, and a VP-to-VP meeting determined that the project would be awarded internally because of “domain expertise,” despite the fact that the internal group was notorious for promising more than it could deliver. The end result was that six professionally trained sales organizations forgot to ask one vital qualification question and ended up wasting resources on a project that was never really theirs to win.

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