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hello my name is jerry vieira president and founder of the qmp group we're here today to talk about sales and one of the most important ingredients of good sales is time management and one of the most important factors associated with good time management is assuring that you're working on opportunities that are well qualified we here at the qmp group recommend six criteria to our clients to determine and assure that their salespeople are working on the most important opportunities the opportunities that they have the highest probability of winning and that have the highest probability of a close the first criteria is compelling need compelling need means the degree to which the client has a need to solve a problem or to take advantage of an opportunity to improve their lot you may believe that the client has a real need but unless the client does a decision will not be made to buy the second criteria is match and that measures the degree to which you believe and the client believes that your capabilities your corporate capabilities meet their specific needs the third criteria is has to do with value and it's measured by the value quotient the value quotient in the numerator is the value the amount of value received by the client and in the denominator the amount of value that they must expend to deploy your solution or your product now that equation must equal greater than one they must get a return it must be tilted in the direction of the client now remember that there are four components of value there's economic value there's emotional value there's physical value and then there is political value the one that's overlooked the most the fourth criteria is competitive advantage now that has to do with the degree to which your solution is better than the other alternatives the client may be considering now competitive advantage must recognize that there are two alternatives lurking in the background one is the do nothing alternative and the other is to do it yourself they can do it themselves so it's important not to forget those two alternatives and when you're going through your sales story for the client consider what those advantages might be for doing nothing and doing it themselves the fifth criteria is the champion the champion is someone at the client that has a desire to make sure that you win that you and your company win now champions have three characteristics the degree of influence they have on the decision the degree of authority they may have in making the decision and then the degree of affinity the degree to which they really like your solution and finally we're talking about leverage leverage is the benefit that accrues to you and your company from winning this it might open up a new capability it might open up a new market it might be one that becomes a great case study to use in the future or gets or gone as a great testimonial and leverage is the only one of the five or the six criteria that that are important from your perspective that's the only one that you can be selfish about thinking the other criteria the compelling need the match the value quotient the competitive advantage and the champion are only valid from their perspective now keep that in mind if you use these six criteria to decide whether or not an opportunity is worth working then you'll manage your time much better and be much more successful thanks for listening thanks for watching see you again soon