Real Business happens when one understands the nature of Importance and Urgency for addressing each item regarding the Service or Product you Sell. It is actually a Combination of Who indicates they that achieving something Urgent and Important with the Classic Notion of Why and Why Now.
- Why is Important?
- Why is it Urgent?
- Who is it Important/Urgent To?
- Why is it Important/Urgent Now?
For Every Item you are working on as a Seller should include a listing of these 4 Items. IF you cannot answer every question – not for your Boss, but for yourself, you have to ask yourself if you have a deal that is real?
Each of these items are not by itself unique. Sellers hear them all the time. What I hope you take from this is the Intersection of these elements, if asked Correctly, will give you a real sense of the “Reality” of the situation you are attempting to address.
Also, answering the WHO questions will allow you to focus your selling efforts on the right person within the customer organization.
This will help you Know that you have or don’t have a Real Sales Situation.