How can you tell the strength of an opportunity? Let me give you a Formula for a Successful Sale.
P P V V C C
Pain – A problem, critical business issue or missed opportunity. Has the customer admitted that one of these needs to be addressed?
Power – People with influence and authority. Do we know these people? Can we speak with them? Can we influence them? Do they support us?
Vision – Are our capabilities differentiated? Does Power agree on a vision of a solution to their pain? Can we build a differentiated vision with them, or do we have to re-engineer their existing vision?
Value – Does our offering provide mutual value? Have we quantified it? Does it sufficiently outweigh the pain? Does Power agree?
Collaborate – Have we agreed upon a mutual plan of action? Are we progressing towards a decision? Are we minimising risk for both parties?
CRTA – Compelling Reason To Act. Have they shared their CRTA? Do we know the implication of doing nothing?
The formula is only as strong as its weakest part, so let’s work on it together…