Chance Of Closing A Sale - Weighting Factors

 

Interesting fact

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The following scale can be used in evaluating what percentage chance you have of closing a particular sale. The scale is in ascending order and each variable is dependent on its predecessor. 

There are other scales, but this one seems quite logical.

Qualifying Chance Of Closing
 A. Prospect is qualified:
  • has a problem your product can solve, a need you can fill, a goal you can help to achieve
  • has a budget
  • has an approachable decision maker
 30%
B. Prospect has decided to take action to fill this need. 40%
C. Prospect has decided to buy a product to fill this need rather than take care of it in-house. 50%
D. Prospect considers your product to have distinct advantages over your competitor's product. 60%
E. Prospect is favourably disposed to use YOUR product. 70%
F. Prospect has decided to buy your product as opposed to your competitor's. 80%
G. Prospect has told you that "you have won the business". 90%
H. You have the signed order IN YOUR HAND.  100%