Real Secrets of the Top 20%

How to Qualify Before You Send Information In response to last week's Podcast on 'Just send some information,' someone emailed me and said that: "Sometimes it takes five to seven 'touches' before someone will buy, and sending information begins that process.  How do I strike a balance or know when to just cut bait and not send anything?" I understand it's important to build relationships and that sending information is part of a process, but that doesn't mean you shouldn't disqualify those who are just looking for an easy way to get you off the phone, or who are trying to blow you off.  What you must do is ask questions, like: "I'd be happy to, what other kind of information, companies, or solutions are you looking at now?" This tells you how many other people they have given this line to (and how many brochures they've collected and who your competition is), and then: "And what do you like so far?" This tells you about their decision process and chances are any objections or stalls t