Are we looking at things from all angles?
How the prospect rates your benefits and what they mean to their organization, as well as, to their career personally.
The Prospect's response to your product or service can be classified as one of these types.
Focus on the 2 kinds of prospects where you will most likely win business, and avoid wasting time on the others where possible.
APATHETIC
Results on an even par or slightly above current reality
OVER CONFIDENT
Current reality is better than expected - leave them alone
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