As we move through the series, “Make 2008 Your Best Sales Year,” each article builds upon the previous installment for foundational learning. It may be helpful to start at the beginning, which is appropriately titled “Shortcuts are Short-Sighted When It Comes to Effective Selling” in the February 2008 issue of Recharger Magazine.
This month we will cover the first step of the process, “Worth It To Me” (WITME). While many “selling systems” use the term “qualification” during the process, we will be addressing this throughout this basic sales process a number of times from the perspective of both buyer and seller.
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This article will be available online on 09/01/2008
