Selling to Zebras Blog » Blog Archive » “First Thing Monday,” and asking yourself the tough questions.

“First Thing Monday,” and asking yourself the tough questions.

November 24, 2008, 8:19 AM

toughquestions My goal today is to briefly share two separate thoughts.

First, I would like to draw attention to a blog I have been reading for a few weeks now… www.FirstThingMonday.net is authored by Bruce Richardson, Chief Research Officer for AMR Research. Incidentally, Bruce was also kind enough to feature an interview with Zebra Jeff on November 18 entitled, “10 Questions with Sales Expert Jeffrey Koser.”

Item #2: When evaluating the strength of your current sales pipeline, are you asking yourself the truly tough questions of the prospects you are entering into it? The three most important questions to ask yourself of each prospect before you enter it into your pipeline are:

1. Will this prospect buy anything?

2. Will this prospect buy from me?

3. Will this prospect buy now?

If you can’t answer these three questions to the affirmative, then what you thought was a prospect to enter into your pipeline, may not be a prospect at all!