Qualify IN and Qualify OUT
To grow a financially strong business having income that is "guaranteed" each year is a wonderful thing. So when you receive a call from a customer asking for you to quote for a "contract" it is understandable that you might get excited. I know I get excited when asked to quote for some work, particularly if it looks quite a big opportunity. However, I have also learned that it is important to stay grounded and be curious. Most other sales people will be rushing to their vehicles to get down and see the potential opportunity and they will do everything they can to secure the deal. I strongly advise the "be curious" approach..... The main reason is that I want to understand more about the opportunity before I started getting excited and more importantly, investing my time to help the customer and secure the work. I want to qualify the opportunity (and the customer) IN or OUT. Qualified IN means that I will spend more time and Qualified OUT means that I w...