Comments for Qualification Is An Ongoing Process

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May 30, 2011
Thank You
by: Husain

Thanks for the great post, Peter!

Having a process mindset, I believe, is one of the most important facets of successful sales and marketing. This goes as much for qualification as ensuring quality, building relationships and everything else you do.

The ideal sales cycle consists of a conversational approach where you engage your customer in a mutual dialog with the logical end being either deciding to do business - or move to the next step - or not.

There should be no pressure in sales and marketing - although creating a sense of urgency is good! - and the "close" should just be a natural outcome of your ongoing qualification and discussion.

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