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Qualification Questions

Following up on the "Qualification Acronyms" blog post, here is a more detailed qualifications questions checklist for one of the acronyms SCOTSMAN.

So here are the key questions to ask yourself, to decide whether this piece of business is worth pursuing or whether there are better places to spend your time - remember to "Fish where the fish are"..

Qualification Questions

Solution

• Is there a solution you can supply and support?
• Can it be matched within your company's current portfolio?
• Can you clearly articulate the value of our solution?

Competition

• Can you offer something 'original' or unique to this potential sale?
• Can you "move the goalposts" to improve your position?

Originality

• Is there a solution you can supply and support?
• Can it be matched within your company's current portfolio?
• Can you clearly articulate the value of our solution?

Timescale

• Are you aware of their timescale?
• Is their timescale reasonable?
• Does it fall within you own 'sales cycle' criteria?
• What business issue is driving the timescale?

Size

• Is the potential order value worth the effort?
• Is your company large enough to handle it?
• Is the potential client of a size that you would normally deal with?
• Do you have the project resource to win the bid?

Money

• Is there a budget allocated?
• How much is it? Is it approved?
• It is reasonable; can you provide a decent solution for that amount?

Authority

• Are you speaking to the right person?
• Do they have the authority to make the decision?
• Do you know who else is involved?
• Do you know how the decision will be made?

Need

• Are you aware of all their needs?
• Can you match them?
• Why do they need to do it now?

Download a printable pdf version of the qualification questions checklist