From the course: Sales Strategy: Qualifying Opportunities
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Staying disciplined and being honest with yourself
From the course: Sales Strategy: Qualifying Opportunities
Staying disciplined and being honest with yourself
- A quick word of warning before we finish this course. All of this is a waste of time if you're not disciplined. The process, the questions, the techniques, all of it, we don't qualify opportunities for fun. We qualify so we know whether the opportunity is worth pursuing or not, and to ensure we're providing the correct solution to the customer. We've discussed why it's good for both parties, why it helps us close the deal, and it helps the prospect get the right solution. So if we're lax and we let prospects proceed even though they've failed one or more of the qualification stages, we're wasting both our and their time, which is bad because time is a premium in sales. If you've got a full pipeline, or you're trying to get a full pipeline, every minute of the day counts. So don't waste it on opportunities that aren't going to close. I know it can hurt to drop leads when they're so hard to come by. Maybe you like…
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