A True Opportunity

Many times we are at crossroads to determine if we are investing our time on a realistic opportunity. Within a targeting management system we prioritize prospects in order of importance and potential. As a prospect moves along our ‘relationship continuum’, how do we pinpoint the ‘True Opportunities’? In sales I would suggest that three characteristics be present in order to progress a prospect to a ‘True Opportunity’:

* Problem- Challenges prospects are having that can be addressed by you/your company.
* Proof- Affirmation that these challenges are discomforting enough to change.
* Plan- A solution that is a natural fit and will resolve the prospect’s concerns.

Keep in mind that our intention is the most important component of our approach. Our first priority is our prospect’s success and what’s best for them/their organization.
At the end of the day we are talking about relationships, be them business or personal. Given that 'Everyone is Selling Something', let’s take a look at several areas where ‘True Opportunities’ can be applicable:

* In the pursuance of a personal relationship we select certain candidates that we would like to be acquainted with. In the initial dialogue, we attempt to uncover interest, commonalities, marital status, children, values, principles, etc. In essence we are looking for an inroad, a connection to move in a particular direction. Eventually we get to questions like; How do you feel about exclusivity? and What are you looking for in a mate? Ultimately what we really want to know is what challenges have you had in past relationships, evidence of wanting better, and do I have solutions for your relational desires.
* When Non-Profit Organizations petition gifts, a familiar approach is to be extremely inquisitive about a potential donor's current charitable contributions. In time, we are looking for existing infidelities that our organization can appease, claims that exemplify discomfort, and an amenable attraction to what we have to offer.
* In Business we target prospects who have a need for our product/service, proof of challenges that justify a change in what they are currently doing, and solutions that resolve their issues in a way that is a natural fit and they feel good about.

Again, keep in mind that our intention is the most important component of our approach. Our first priority is our prospect’s success and what’s best for them/their organization. With that said, a ‘True Opportunity’ exist when there is a problem, proof, and a plan. Great Selling!

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