![]() Ok, now they are qualified to even speak with me. Who am I speaking to? -Decision maker? -Decision maker's assistant? -End User? -Information Gatherer? -Time Waster?ĭoes this person meet the minimum qualifications to speak with me? -Do they have the need that our product fills? -Do they have budget to purchase within 30 - 60 days? -Do they have any urgency to put this project ahead of every other mundane task they have to do? ![]() Here is how I break down quickly qualifying, answering questions / building rapport, and closing:
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