CHAPTER 30
The Bulletproof Qualification Process
I believe that every sale you lose is not, in fact, a qualified sales opportunity.
Why?
When you lose a deal, the customer is saying to you that your product or service was not an exact match or even the best fit for their requirements. Someone else’s product was. Depending on how many competitors were in on the deal, you might not have even been in second place. In which case, you have to question why you were even competing for this business.
How well are you qualifying your new customer sales opportunities? On the deals you lost, did you first qualify the prospects by determining whether they were interested in a product that was sort of like yours? Or mostly like yours? Or did they need exactly ...
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