Why It Pays to be Skeptical
Great closers are skilled researches. Like detectives, they ask questions, they’re skeptical, always wondering if there’s another person to talk to, a valuable stone left unturned. This healthy paranoia leads …
The Biggest Qualification Flaw
Generating leads is great, but if none of those people are actually going to end up working with you, or do but turn out to be an entirely wrong fit …
The Key Question for Successful Qualification | Sales Tip
We’ve already talked about how the more time you spend doing a thorough qualification means you’re going to win more business. You now know what the most often missed question in …