Much has been written on the conversion of leads to qualified opportunities and ultimate closure. Today we will discuss a generic approach to qualifying deals.
Customers all know that the relationship we as sales people have with them is important. Successful sales people will tell you that deep meaningful relationships with their customers is a key contributor to sales success. Recently, I played a round of gold with a Vice President of Operations at a large manufacturing company.
Lets say, you are having issues closing a deal with a potential prospect. You discuss the pro’s and con’s of various approaches with the sales team and end the discussion with and agreement on strategy and game plan to get the deal closed.
Discussion on why customers go quiet and what a sales person can do….