Clients to Disqualify

When I think back over 20 years of my sales career, I've met only five kinds of people with behaviors that lead me to believe I should disqualify them as a prospect forever. I write about them in my recently released book Nonstop Sales Boom. You may have run across them in your work as well. They are: 1. The Shopper You learn that the prospect is considering two well-known competitors with whom they have a long, successful buying history. You are the last one into the process and the prospect cannot tell you clearly why they would consider an alternative, nor are they willing to allow direct communication with the decision maker. This is a sign that they are using you to compare pricing and features.

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