CHAPTER 6
Before the Negotiations: Collaborate with Qualified Prospects on Proposed Solutions
In chapter 3 we discussed attracting leads up to and including the prequalification stage. I encouraged you to prequalify all leads to ensure they were your perfect prospects and that they met the MAD criteria: money, authority, desire. Now we take a look at what to do with those prequalified leads in your sales pipeline to quickly and profitably convert them into clients.
The first step is the full and final qualification. Once you’re sure that a prospect has the potential to be a lucrative customer, you then collaborate on the design of the proposal to anticipate any objections and problems.
QUALIFICATION REQUIRES INTIMATE KNOWLEDGE OF YOUR PROSPECT ...
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