Your salesperson has been working with a prospect. Things are going well and the decision has been made to make a presentation so you can acquire the business. Does the salesperson know the criteria upon which the decision is going to be made?
Most salespeople "think" they know, but most are just guessing. Coach your salespeople to quit guessing and actually find out what the criteria are. During the sales process, your salesperson needs to ask some form of this question. "John, what criteria are you and Mary going to use to make this decision?"
Knowing the criteria allows the salesperson to prepare the proper presentation for the proper people. Not knowing means they are guessing as to what the presentation should look like.
If your salespeople haven't asked this question before, role play with them. Make sure they are comfortable with the question. Then have them ask the question of a prospect. Soon it will become a habit.
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