Qualify the Customer

The Quickest Path to Sales Success

“Time is the scarcest resource, and unless it is managed nothing else can be managed.”

—Peter Drucker

Now that you are armed (with questions), where do you point the gun?

The last chapter was about asking questions and starting to drive the most important aspect of an opportunity, which is the compelling event or pain. However, your initial meetings with a new customer are more about qualifying the customer against your ideal profile. This chapter is therefore an expansion of Chapter 11, “Rich Hunting Grounds.”

Develop Your Ideal Customer Profile

During the planning stage, it’s important ...

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