BUSINESS DEVELOPMENT EXPERT » fact finding http://businessdevelopmentexpert.net incorporating Ian Farmer's SALES EXPERT blog ......helping you find, win and keep new B2B customers Fri, 26 Feb 2010 22:52:28 +0000 http://wordpress.org/?v=2.8.4 en hourly 1 No. 9 – ARE YOU QUALIFYING THE PROSPECT OR SPINNING YOUR WHEELS? http://businessdevelopmentexpert.net/2009/03/winning-new-clients-tip-of-the-week-no-9/ http://businessdevelopmentexpert.net/2009/03/winning-new-clients-tip-of-the-week-no-9/#comments Tue, 10 Mar 2009 10:41:00 +0000 Ian Farmer http://businessdevelopmentexpert.net/2009/03/winning-new-clients-tip-of-the-week-no-9/ When sales are slow the temptation is to try and sell to everyone. Sometimes we forget about “prospect qualification” and we end up wasting time. The prospect has to have a Need for what you are selling, they have to have the desire to do something about the need and a desire to do something about the need with you. The prospect must have the Money and the willingness to spend it. Finally you must be dealing with someone who has the Authority to say yes.

Who’s the MAN? The person with the Money Authority and the Need of course! Or as one my lady colleagues says “actually its the WOMAN – Who Own the MAN!”

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