Chapter 12
Qualifying and Disqualifying Prospects
CHAPTER OVERVIEW
Concept: Don’t Chase Poor Prospects!
Exercise 12.1. Finding Why Poor Prospects Are Bad for Business
Create a Profile of the Perfect Prospect
Craft Questions to Determine Whether a Prospect Fits Your Profile
Relentlessly Turn Your Back on Those Who Don’t Fit!
Chasing poor prospects is trouble. This ties right into the previous section where we addressed the creation of proposals for people who had no intention of buying. In this chapter you’ll learn to avoid this troublesome practice, believing everyone might possibly buy. The three-step model is simple and effective.
Do It Quickly!
“Dan Seidman,” says the VP of sales, “had his name on the front page of The Wall Street Journal this ...
