The Most Important Qualifier During Covid-19
Mr. Inside Sales
MAY 9, 2020
Let’s review: There are six primary areas that you need to qualify a prospect on: Buying motives Red Flags: Why they won’t buy Decision maker(s) Decision process Timeline Budget. Skip any of these and it can come back to sabotage the sale. Obviously, there is an art to gathering this information, and I’ve written about it extensively in my book, The Ultimate Book of Phone Scripts.
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