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TALKING SALES 51: "Lean Selling: Qualifying to reduce waste" - Wayne Moloney

“Lost sales: What a waste! Let’s only work on the winnable ones” – Interview by John Smibert Businesses regularly spend up to five times longer losing a sale than winning a sale (EY). Wayne Moloney explains why this is so – and what we need to do about it. In particular he emphasises the need for a stringent qualification process to ensure we know our opportunity is winnable. He said “Spend your time on opportunities that have got the greatest chance of success”. To help make these decisions he offers us some simple qualification questions that will assist us determine if we should invest in furthering the opportunity. Wayne Moloney is a leading business strategist specialising in sales and business development. Wayne has a very specific specialisation in ‘lean selling’.