Qualifying Quick Tip
An enormous amount of sales, time, talent and energy is wasted by selling to prospects who can’t buy, won’t buy or worse shouldn’t
An easy way to determine whether or not you’re talking to the right person is to constantly reflect on this question. “Has this man or woman ever implemented any product or service that requires the magnitude of change that my offer brings to their company.
If your talking to someone who has never implemented a change of the magnitude that you’re proposing, you are probably talking to the wrong man or woman.
As a rule, I don’t want to be the first person to ask a customer to change.
