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| This
Week's Expert Sales Advice |
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Qualifying
Questions
Lead To Quality Sales
by Paul Cherry |
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You've got a live one on the line. You think you're
getting somewhere when suddenly your prospect has to run
to a meeting. Are you getting the brush-off? Paul Cherry
shares a quick three-step qualifying process that will have
you working opportunities not chasing duds.
You've been making sales calls all day, leaving countless
voicemails - and finally you reach a real live person! Thirty
seconds after your conversation starts, she says, "I
have to run to a meeting. Can you send me information?"
Sure, you'll send it, but will it be read, or thrown on
top of a pile of other info kits that haven't been touched
since the day they arrived? What could be more frustrating?
You must make every prospect count, making the best use
of your time and energy. You want to accommodate people's
requests, but how can you tell if it's a legitimate opportunity
before you spend too much effort on it? You don't want to
devote hours of your precious time to providing materials
to prospects, only to have them blow you off. To keep from
wasting time on people who aren't seriously interested in
pursuing a business relationship, try this three-step qualifying
process on an upcoming sales opportunity. You'll quickly
know whether it's . . . (continued)
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