IT consultation projects start with a phone call and are followed by a meeting with prospects.
Qualifying Corporate Elephants
The Indian fable about the blind men and the elephant gives good insights into the difficulties involved with qualifying large multi-location companies.
Qualifying: The Critical Skill
For many entrepreneurs and small business owners, selling is not usually one of our favorite tasks. We picture salespeople as greedy, unethical and unscrupulous individuals who are determined to close a sale at any cost. Yet, we cannot survive without generating sales so selling skills are a critical competency we need to acquire.
Selling is an honorable profession and everyone who operates a business should learn some fundamentals. From my perspective as a small business owner, sales trainer, and consumer, the most important skill to learn is how to effectively qualify your prospect.