There are only two reasons for losing a sale: you were outsold or you shouldn’t have been there in the first place. If you’re going to lose, lose quickly.
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The best salespeople win 7 out of 10 deals. This is not by magic. It is because they refuse to bid on sales they cannot win.

Qualification is not a “bid, no-bid” process. The real purpose of qualification is to identify sales meetings and to measure success by the quality of commitments gained from the customer to progress the sale.
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Our eBook will show you how to:

• Apply the SCOTSMAN® checklist to qualify potential sales
• Identify potential or actual ‘Showstoppers’ – the deal killers
• Ask the difficult qualification questions
• Recognise quit points
• Improve your hit rate
• Create the luxury of choice

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