The MAN Framework: Sales Qualification

Sales professionals constantly seek frameworks to help them identify and prioritize the most promising leads, ensuring their valuable time is spent on opportunities with the highest probability of closing.

One such foundational framework is the MAN formula: Money, Authority, Need.

Simple yet powerful, MAN provides a clear lens through which to evaluate a prospect's potential. By systematically assessing these three crucial elements, salespeople can quickly qualify leads, tailor their approach, and ultimately increase their close rates.

Let's break down each component of the MAN formula and understand how to leverage it in your sales process.

M is for Money: Does Your Prospect Have the Budget?

At the heart of any transaction is the ability to pay. The "Money" aspect of the MAN formula focuses on whether your prospect has the necessary financial resources allocated or available to invest in your product or service.

This isn't just about asking "Can you afford this?" but rather understanding their budgetary landscape and their capacity to make this type of purchase.

To assess the 'Money':

• Probe for budget allocation: Do they have a dedicated budget for solving the problem your offering addresses?
• Understand their spending history: What have they invested in similar solutions in the past?
• Discuss their expected ROI: What kind of return are they looking for, and does the potential return justify the investment?
• Be aware of their purchasing process: Are there budgetary approval steps, and what is the typical timeline for securing funds?

Having an open and honest conversation about budget early on can save both parties significant time and effort. It helps to align expectations and ensures you're not pursuing a lead that is financially unviable.

A is for Authority: Are You Talking to the Decision Maker?

Closing a deal requires engaging with the person or people who have the power to say "yes." The "Authority" component of MAN is about identifying and connecting with the key decision-makers involved in the purchasing process.

In larger organizations, this can be complex, with multiple stakeholders influencing the final outcome.

To assess 'Authority':

• Identify the key players: Who is typically involved in decisions of this nature within their organization?
• Understand their roles and influence: What is your contact's level of seniority and their specific role in the buying process? Are they a gatekeeper, an influencer, or the final approver?
• Map the decision-making process: How are purchasing decisions usually made? Are there committees, departmental heads, or other individuals who need to sign off?
• Seek introductions: If your initial contact isn't the sole decision-maker, can they introduce you to others involved?

Engaging with the right people from the outset is critical to avoid delays and ensure your message resonates with those who hold the purchasing power.

N is for Need: Does Your Prospect Have a Problem You Can Solve?

A sale only happens when there's a genuine need that your product or service can address. The "Need" element of MAN focuses on understanding your prospect's pain points, challenges, and goals, and determining if your offering provides a valuable solution.

To assess the 'Need':

• Uncover their challenges: What specific problems are they facing that led them to consider a solution like yours?
• Explore the impact of the problem: How is this issue affecting their business, productivity, or bottom line?
• Understand their desired outcomes: What are they hoping to achieve by implementing a solution?
• Determine the urgency of the need: How critical is it for them to solve this problem, and what is their timeline for finding a solution?

Identifying a clear and compelling need is fundamental. If there's no recognized problem or desire for change, even the most compelling sales pitch will fall flat.

The MAN formula is a timeless and effective tool for sales professionals. By consistently applying this framework, you can improve your lead qualification, focus your energy on high-potential opportunities, and ultimately drive greater sales success.

Keep Crushing!
- Sales Guy