The Ultimate Prospect Qualification Tool

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  1

  SalesBuzz.com

  08/18/09 | Report as spam

  RE: The Ultimate Prospect Qualification Tool

  Hi Geoffrey James:
  
  As usual, nice post.
  
  To struggling sales people: If your sales aren't where you want them to be, take steps to analyze if you are doing some of these basic suggestions that Geoffrey has laid out here. This is sales 101 (or at least it should be) and once you master them, you will be head and shoulders above other sales reps in your field.

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  2

  JGargyi

  08/19/09 | Report as spam

  RE: The Ultimate Prospect Qualification Tool

  Very good...refreshers and fresh tips too! Thanks.

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  3

  ndunn9

  08/19/09 | Report as spam

  RE: The Ultimate Prospect Qualification Tool

  You provide the best tools for me to share with my team! Much appreciated!! Looking forward to more!

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  4

  dennylobach

  08/19/09 | Report as spam

  RE: The Ultimate Prospect Qualification Tool

  It's a great branching script (we use them now) but diffucult to digest by trying to go to each link etc.
  
  I realize that the idea is to have me go to each page and see the ads there but trust me that isn't what is happening. I'm just focused on the article.
  
  Is the some way that I can download this article in total.

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  5

  mmello

  08/19/09 | Report as spam

  A frequent lie

  In Stage 3 -- Understanding the Buying Process, when we ask "who owns the budget", mopre frequently than not the answer is "I do" and 9 out of 10 times it is a lie, intentional or not.
  
  Don't you think there should be an option, among the Tool choices, for dealing with this frequent misleading answer?

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  6

  Geoffrey James, Sales Machine

  08/19/09 | Report as spam

  RE: The Ultimate Prospect Qualification Tool

  Re Note 5:
  You bring up a great point. I think at this stage, you're better off just accepting the answer, even if it's wrong. If you continue, you'll learn the names of the other stakeholders and, as the sale progresses, it will gradually become clear if the contact lacks true budget authority. Remember: you're trying to eliminate the lead at this point... or lay the groundwork (and only the groundwork) for the sales campaign. So you it's probably not the time to work the detailed organizational stuff.
  
  But thanks for pointing out the IMPORTANT fact that everything you're told at this stage has to be taken with a grain of salt.

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  7

  froggy57

  09/01/09 | Report as spam

  RE: The Ultimate Prospect Qualification Tool

  You need the umbargering mind reading machine.. fits in your lapel and also has a language conversion tool built in.
  You can get them at the WalMart on syrius 3.
  Take the shuttle from Mars. Not the 6 o'clock shuttle, but the 4 AM shuttle. The 6 o'clock shuttle takes to the Orien Nebula.