CHAPTER

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10

Qualifying Questions:

Get Prospects to Tell You Why You Should Do Business with Them

AS A SALESPERSON, you need to be especially vigorous about how you spend your workday. If you devote several hours to writing up a proposal for a prospective customer only to be given the brush-off, no one is going to compensate you for this lost time. Your valuable hours should not be wasted on those who have no interest in pursuing a substantive business relationship. To prevent these time-loss situations from occurring (or at least from occurring too much), you need to qualify each of your sales opportunities.

Qualifying means determining whether ...

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