To qualify or not to qualify, that is the question?
To qualify or not to qualify, that is the question? Wasn’t that Shakespeare? LOL - learnt that from my teenage son – that’s LOL not Shakespeare. We all know that all new prospective customers have to be qualified to ensure we’re a fit and they are willing to come along with you in your sales process. I talk about MAN – motivation, ability and need – these have to be assessed early in the sales process. How about a different angle on the ability question or the dreaded budget question?…
