Selling Over the Phone - John Boyens

How many companies are on the bid list?

Have we done business with this company in the past?

Is the job in our “sweet spot?”

Where’s the job located?

Has the company purchased the land/building?

Do they have the budget/access to funds?

Who do we know within the company?

Is there a compelling event taking place?

What’s the time frame for the project?

Is this a “one-off” or is there future business available?

Where would this project “fit” in our current workload?