Wie echt ist die Kaufabsicht?

Im Vertrieb die Spreu vom Weizen zu trennen ist enorm wichtig. In seinem aktuellen Newsletter hat Paul DiModica einige Fragen zusammengestellt, die helfen können, die
Qualität der Kaufabsicht zu bestimmen:

1. Ask the prospect to come to your office.
2. Ask the prospect to introduce you to their boss.
3. Ask the prospect if you can send your contract to their legal department for review.
4. Ask the prospect to sign your non-disclosure document.
5. Ask the prospect to sign a letter of intent (LOI).
6. Ask the prospect to tell you their budget.
7. Ask the prospect to accompany you to an existing customer site.
8. Ask the prospect to call your references (and confirm that they do it).
9. Ask the prospect to make a small purchase or trial investment to see if they will buy the main investment you are targeting and to prove that they can get a purchase order out of their company.
10. Ask the prospect to see your competitor’s proposals — so you can “compare.”

Wann haben Sie Ihren (vermeintlich;-) potenziellen Kunden zuletzt diese Fragen gestellt?

Rainer Jankowski