4 Tips on Qualifying Prospects

Quoting is not qualifying. We often must remind salespeople that "You are not a Quote Jockey. You don't make commissions on quotes. You don't need the practice of quoting. You don't need to help the current vendor by supplying the buyer with your information. You don't need to make the buyer smarter. And you don't need to waste your time, your effort or the resources of your company quoting on something that you have less than a good chance of selling." So, stop quoting and start...