Chapter 3. Managing Business Opportunities: The Qualifying Process
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 occurring too much), you need to qualify each of your sales opportunities.
Qualifying means determining if the sales opportunity is legitimate or if it is simply a waste of time. As a salesperson, you are probably familiar with the following responses ...
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