From the course: Sales Strategy: Qualifying Opportunities

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Retaining relationships

Retaining relationships

From the course: Sales Strategy: Qualifying Opportunities

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Retaining relationships

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- So what if you just cannot find a way around the failed qualification? They don't have the budget. They're not the decision maker. They don't have a strong enough need. Or they simply don't need it now or soon enough. Whatever happens, keep the door open. You never know what might change in the future. They might have a sudden budget increase. They might get a promotion and become a decision maker. Their needs might change or their priorities and therefore timeline might change. They might even meet a business peer who does need your product and would fit your qualification and I bet you'd like the referral. So don't just burn the contact if they don't fit your qualification process right now. Always say to them, "Let's stay in touch in case anything changes." It's nicer. You let them down easier and you retain the relationship, strengthening your network. I had a customer a long time ago that came from this exact…

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