Episode 45- Qualify Your Potential Client(Don't Forget)

Before I get into the episode and the discussion I want to point out that we talked some general topics for the first 17 minutes.  It is a holiday weekend and we were discussing all the things going on over the long weekend.  We discussed removing some but it should be entertaining for you in the least.  You will get the Godfathers opinion on fantasy football, Colin Kaepernick, English Premier League soccer before we get into the meat of the podcast.  If you want to skip over this go to the 17 minute mark and you will be on your way.

This week we discuss qualifying your prospect.  You spend a lot of time fighting to earn appointments with potential customers and this piece almost gets forgotten.  You think that your product or service is a perfect fit for them and it might be but what if you are talking to the wrong person or they don't have any money.  You have spent a lot of time for nothing. 

Qualification starts with prospecting.  When you are preparing for your call you are potentially trying to find the right person.  Then you are making your prospecting calls and verifying the person you want to speak with handles the decisions on your product.  You have to qualify this prospect before you go to product presentation.  During the needs analysis you want to make sure that you have the right person, right product and they have the funds.  These are required or you will be wasting your time. 

Do you want to know what happens if you don't qualify the prospect?  It will slow everything down for you. 

This podcast is great for any level sales person.  Beginner to sales professional will get a lot out of this podcast. 

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

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