qualify upfront

Are You Over Qualifying Prospects?

I talk a lot about qualifying the buyer. You need to spend your time talking to and working with those prospects that CAN do business with you. So you do need to qualify potential buyers to your minimal levels and try to screen out those that may prove to be a waste of time. However, I find that many sales…

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Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. It is very common for even some of the most experienced sales people to under qualify or incorrectly qualify DMs on the telephone and there…

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What This Means To You Is….

During the past 2 weeks my wife and I have had about 6 different conservatory companies around our house giving us quotes. The standards of salesmanship have been appalling to be honest. The two biggest problems that they had was: (and please avoid these yourself!) 1. Not qualifying me up front One guy had DVD’s, a slick presentation, “salesmans patter”…

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