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Selling For Dummies, 4th Edition by Tom Hopkins

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Chapter 9

Qualifying Your Way to Success

In This Chapter

arrow Thinking like a top detective

arrow Using five quick questions to discover whether to move into a presentation

arrow Asking the right questions to guide buyers toward your product

At the qualification stage in the selling cycle, you find your potential client, make an initial contact, and receive a commitment to connect in person, online, or via the telephone. The buyer has shown a certain level of interest in your product or service. Now you need to determine not only whether your prospect has a real need for what you’re offering but also whether he has the authority and resources to make the decision to buy. All of these factors must be present for you to consider this person a qualified buyer. If he isn’t, you need to politely withdraw and move on to another potential client.

If you pursue presenting and trying to close an unqualified buyer, all you’re doing is wasting his time, getting in a little practice with your presentation, and allowing your confidence to take a hit. That type of situation is part of what has given sales a ...

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