Good Qualifying Really Enhances Your Selling
June 7, 2016
Qualifying the prospect is a necessary process more than once during the selling process. Many of us have learned to qualify on a ‘needs basis’ at either the beginning of the presentation, or prior to the presentation. However, I know many salespeople who will qualify the prospect further into the presentation to ensure that the prospect is still willing to commit to a solution to any challenges they may be facing.