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Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon by David A. Monty

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Qualifying and Developing Opportunity

However beautiful the strategy, you should occasionally look at the results.

—Winston Churchill

Eventually you will get an opportunity. Whether it is on your first or fifth call, qualifying an opportunity becomes as important as qualifying customers. In order to develop opportunities, start with the end in mind.

Recall the elements required to win a deal:

CE x V x P x DP x (D+I+C+R)2 = Sale

  • You’ve developed trust on a level playing field with the competition
  • There’s a compelling event, which is a pain or desire with a time constraint
  • You have the money, budget, value, or valid ROI
  • You have a yes from power ...

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