PART II
ATTRACTION
In the first state of client engagement, sellers are looking to connect with buyers. In the sales pipeline, attraction covers the discovery and prequalification stages.
In Chapter 3 I describe some of the ways that you, the seller, can identify which prospects are most likely to turn into profitable customers. This chapter covers what you might already know as the traditional prequalification stage of the sales process. But as we shall learn, in today’s prospect- and customer-driven world, it’s often the buyer who discovers the ...
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