CHAPTER 31
Qualifying on Price and Value
The second step in your bulletproof qualification process is price qualification.
Salespeople are often too busy chasing a buck to really listen to the customer. They desperately cling to “sales opportunities” because they are loathe to kick any potential buyer to the curb. But, as a consequence, they skip what should be an essential early step in their sales process: qualifying the prospect on price. The purpose of qualifying your sales opportunities is to identify high-potential customers with requirements, if not appetites, for the exact product or service you are selling at the price for which you are offering it.
I once read an article in which the writer advised salespeople to avoid talking about ...
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