Performing an Opportunity Assessment

Performing an Opportunity Assessment
Performing an Opportunity Assessment

In an effective solution selling process, the first step you can take after learning that a customer has expressed an active need for help is to perform an opportunity assessment. The aim is to find out whether the prospective customer represents a legitimate opportunity.

Opportunity assessment benefits

You perform an initial opportunity assessment before offering a prospective customer a product or service. Performing an opportunity assessment has several benefits:

  • you determine whether or not to engage a prospective customer — The information you gather about a prospective customer during an opportunity assessment will indicate whether it’s worth your while to approach the customer with a sales pitch. It will tell you whether you have a reasonable chance of closing a sale.
  • you save resources — You save resources such as money, time, and effort by pursuing customers who are most likely to make buying decisions.
  • you make more objective decisions — Using a standardized process to assess opportunities ensures you can make objective decisions about the best prospects to pursue.
  • you answer key questions — Through an opportunity assessment, you answer key questions such as “Can I identify the customer’s needs?” and “Do my company’s products and services meet those needs?” If you can answer these questions with a “yes,” it can reinforce your reasoning for pursuing and ultimately closing a sale.
  • you find out about competition — By performing an opportunity assessment, you may learn more about the competition you’ll face if you pursue a sale. You may learn what other offers a customer has received and how these compare to yours. You can then take steps to make your offering more competitive.


By successdotinc

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