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ProActive Selling, 2nd Edition by William Skip Miller

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CHAPTER 9

Qualify: Not a Phase but a Process

YOU ARE NOW IN CONTROL of your sale. You started off doing homework on the accounts you wanted to call on. You know where you should be spending your time, what information you should be gathering, when you should be prospecting your A-level customers, and you know what to say in your sales opening to capture their interest. You then have implemented some sales education tools to make sure the prospect really understands WIIFM. You have actually developed a SalesMap with the prospect, and he or she has agreed to work with you on it. You already have ideas on where to spend your commission from this deal, since you know you have a highly qualified deal, right? Let’s find out.

Qualification and Disqualification ...

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