Great salespeople follow strategic steps in order to be successful. Using a systematic routine can help solidify your sales process and increase your customer acquisition rate. In order to flourish, you need to focus on qualifying your prospect before getting too far into the sales cycle.
Pre-qualifying a potential client can save you time, effort, and a lot of future headaches. You have to qualify not only as it relates to price, but other relevant factors as well. Does your client have a need for what you offer? Do they have the authority to purchase what you offer? These are some of the questions you should find out in advance to avoid wasting time on an unworthy prospect.