From the course: Business Development Foundations: Researching Market and Customer Needs
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Wasting time with nonbuyers
From the course: Business Development Foundations: Researching Market and Customer Needs
Wasting time with nonbuyers
- Do ya ever get that lead that's just a little too enthusiastic and something tells you it's too good to be true? Well you might be right. Determining who is and is not worth talking to is a delicate process. On the one side, you don't want to waste time with people who will never buy or get you to a buyer. On the other side, you know that if you open a call with "So do you have the budget and authority or not?" that doesn't make a very good first impression. You can determine who a buyer is by asking questions like: Who else should we loop in in this conversation? Have you ever tried to solve this problem in the past? Or, how will success be measured? If you're speaking with someone who is clearly not a buyer, they will struggle to answer these questions. They'll probably also uses phrases like "well my boss" and "we" instead of I. Now non-buyers fall into two groups, the influencers and the aspirational. First the influencers. Now this is the group who, while they might not have…
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