Need

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How many times have you worked on a deal that just went away?


This happens when their is no compelling justification for the project.


This category is about qualifying if the customer really needs this project or if it is just a “nice to have”


Are they just shopping around to see what is going on?


Or do they have a strong need?


Put it another way, what negative consequence happens if they do nothing? If the answer is not much, this is not a real opportunity.


If you can identify a strong need, you have a well qualified category


Bear in mind you can customize all the qualifying questions in Salesdiver. Each of the SCUBATANK categories can (optionally through in app purchase) have ten questions you can tailor to suit your business, product set or industry.