Qualifying Prospects

by Charles

How do you qualify potential clients quickly, without being pushy or abrasive?

The short answer is DON'T BE pushy or abrasive.

Qualifying prospects is asking questions to find out if they are a fit for what you are offering.

If you fire the questions off one after the other it will seem like an interrogation for them.

Slow down a bit. Be interested in what they are saying. Use verbal softeners in your questions.

e.g "That's interesting...I can appreciate that XXX and I was wondering about YYY ??"

Hope this helps, Greg

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