In order to be a truly qualified prospect, a company or individual must meet all five of the following criteria. They:
1. Have a need and are aware of it.
2. Have the legitimate authority and ability to buy or commit. 3. Have a sense of urgency about making a buying decision.
4. Trust you and your organization.
5. Will listen to what you have to say.
1. Have a need and are aware of it.
2. Have the legitimate authority and ability to buy or commit. 3. Have a sense of urgency about making a buying decision.
4. Trust you and your organization.
5. Will listen to what you have to say.
Especially in tough times, we all have fallen prey trying to sell to people/organizations who only meet. Remember: lots of people will listen to you, but if they can’t buy, or don’t want to buy, you’ll never get a sale from them
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