We all know about prospect qualification - Need, Timescales, BUDGET, Decision Maker - but we get fooled into thinking we have all four boxes ticked. We think we are dealing with the "budget holder" when in reality we are dealing with the "budget caretaker". Let's take the example of Purchasing Managers, unless they are buying something for the purchasing department, they are not the budget holder - they are spending someone else's money, they are the budget caretaker. So ask yourself, "have I found the budget holder?" - and make sure you get to see them too. Could be your prospect is not qualified after all.
July 12, 2012