continual qualifying

With such a limited number of true selling hours each day, your and your team's time should be invested with people who should, can and most likely will buy your offering. A moment with anyone else (when you're aware of it) is a time management tragedy.

Continually qualifying your sales opportunities is the best way to make sure you're investing your sales time wisely.

Here's how...

1. Create a list of your formal qualification points.
2. Assume nothing throughout the entire sales process.
3. Continually ask qualifying questions.
4. Be prepared to end a sales process if it no longer looks like a good investment of time.
5. Always close a discussion confirming next action steps (further qualifying your prospect's/ customer's commitment to the effort).

email just this thought to someone

use this link for your one-page quick guide on better qualifying (includes 7 questions to consider, the best qualifying questions and 3 ways to exit a bad sales situation).