Quote of the Week

"Some of the most negative experiences between buyer and seller come at the hands of the salesperson who does not properly qualify before they present..."

Tom Kauffman

Yep - I get credit for this one and have been preaching the absolute necessity to qualify to new salespeople for years. Not only does improper qualification result in "no sale" and "no money" - failing to qualify before presentation is a major contributor to the poor image good sales professionals battle everyday.

Qualification is not only the key to making a sale, Tom Hopkins says that it's "the key to high production."

TK