Did you know that the top 20% of sellers have a 62% deal win rate?

So what exactly are they doing differently than everybody else? 

They are doing one RGA which I’ve never talked about, but is more important than ever. 

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They are constantly RE-QUALIFYING deals in their pipeline. 

And if their deals are not qualified, they clean out their pipeline so that they can focus their time, energy, and resources on opportunities that are highly qualified. 

Rather than filling their pipeline with garbage, or “pipe-dreams” to appease their leadership. 

That’s how they get to a 62% win rate. 

They understand their time is valuable, and they don’t want to spend it on opportunities that aren’t real. 

So what exactly constitutes a real opportunity? 

There are 5 P’s which will tell you if you if an opportunity is highly qualified: 

1. Pain: The customer is experiencing some type of problem or pain which is preventing them from executing or hitting their top goals, initiatives, or priorities 

2. Priority: Solving the problem is a high priority for THIS YEAR

3. Power: You are aligned directly with decision makers who care about solving the problem this year 

4. Proposal: Your company and the customer are actively working towards delivering a proposal, which should include the pricing, customized demo (technical fit),  business case, and implementation plan
5. Process: They are willing to work with you to follow your proven process to solving the problems and delivering the outcomes they desire. This process should include whatever is needed for you to deliver the business case, proposal, custom demo, and implementation plan. For larger deals, this includes user interviews, system reviews, process mapping, technical architecture, and access to the people, data, and info needed to properly scope out your solution and deliver a compelling business case. 

If you don’t have any one of these things, your deal is at risk of stalling and the customer will likely stay in the status quo. 

After all, why would they buy from you if you aren’t aligned with decision makers, it’s not a priority, there’s minimal pain, and they aren’t willing to openly collaborate or share during the process?

Your time is much better spent elsewhere. 

So if you are going to spend your valuable time on an opportunity, make sure it’s with a customer who WANTS and NEEDS your help. 

Otherwise, what’s the point? 

It’s only gonna bite you later when your deal pushes after six months of wasting your time. 

In today’s training video, I share exactly how to re-qualify deals in your pipeline so you can spend time where it matters most. 

With high quality opportunities! 

Quality beats quantity. 

Less is more!