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The Winner's Path

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When Prospecting, How Much Initial Qualification Is Enough?

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When Prospecting, How Much Initial Qualification Is Enough?cold calling

by Keith Rosen on November 16, 2009 with 3 comments

When prospecting, how much initial qualification is enough before taking the next step in your selling process? Discover how qualifying like a pro saves you time while allowing you to focus on the more promising prospects. I received the following question from a salesperson the other day who was struggling when it came to qualifying …

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Are Your Salespeople Asking Prospects the Wrong Questions?

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Are Your Salespeople Asking Prospects the Wrong Questions?Sales Training

by Keith Rosen on July 1, 2009 with 0 comment

Asking prospects the right questions at the right time is crucial to being an effective salesperson. Make sure your questions move prospects closer to the sale. “Are salespeople asking their prospects the wrong questions?” As I mentioned in my last post, this was a conversation that came up while being interviewed by Geoffrey James for …

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Benchmark Best Sales Practices to Achieve Your Goals

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Benchmark Best Sales Practices to Achieve Your GoalsHow To Sell and Sales Tips

by Keith Rosen on June 8, 2009 with 0 comment

Make the questions you ask your clients deep and knowledgeable, not shallow and vague. Read more to learn how to begin crafting better questions. Companies are running so fast in an attempt to catch up on their sales numbers that they aren’t aware of the blinders they’ve developed which are obstructing their view of the …

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