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Qualified Opportunity to Serve

by Brad Roderick · InkCycle · June 1, 2008 - page(s): 48-51
Over the last few months we have been making the case for utilizing a sequential, step-by-step sales process to increase sales in a manner that is both efficient (least amount of time) and profitable (gaining new customers that are large enough to make a significant impact in personal income and company growth). If you have skipped over the first three articles, you may want to go back and read those first as they provide the foundational knowledge necessary to fully exploit the extreme difference that even the most simple sales process can provide. You’ll get more out of this article if you have read the previous installments in the February, March and April issues of Recharger.

This month we will cover the third step of the process, the “Qualified Opportunity to Serve.”

Some eons ago I sold copiers. From day one, right out of the box, I was a natural-born sales genius. Find a warm body, offer up a free three-day demo and then go get the order. I mean, come on, if the prospect was willing to allow me to place a demo unit in their building, surely they would be so thrilled with the copier (and me) that they would just buy it, right? Well, that was my belief system at the time. Unfortunately, more times than not, they didn’t buy and I couldn’t understand what went wrong. If you have read the first three articles in the series you probably already know some of what went wrong. But the bigger picture of what went wrong was, in a nutshell, me.

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Full articles are available online six months after their original print date to online subscribers. This article is available in its entirety only in print to RECHARGER Magazine subscribers. Subscribe today to start your print subscription.

This article will be available online on 12/01/2008

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