#E3 ,QUALIFY ,BUY]S ,F/

    ,*ANGE ,YR ,P]CEP;N ,AB ,REJEC;N
  ,\R GOAL 9 PROFES.NAL SELL+ IS
6DET]M9E ! CU/OM]'S NE$S1 (F] SOLU;NS &
3CLUDE ! TRANSAC;N Z SOON Z POSSI#4
,H["E1 2F Y C CLOSE1 X IS ESS5TIAL
6QUALIFY ALL POT5TIAL [N]S PRIOR 6!
PRES5T,N4
  ,X'S TEMPT+ & EASY N 6TAKE ? ESS5TIAL
/EP4 ,YET SP5D+ "T ) QUALIFI$ PROSPECTS
IS ! KEY 6HI< SALES VOLUME4 ,9 FACT1
SALES RESE>* CLAIMS T TWO-?IRDS (!
PRES5T,NS GIV5 0SALESPEOPLE TD >E WA/$
ON 9DIVIDUALS & -PANIES N QUALIFI$
6PUR*ASE4 ,S9CE ? IS ! CASE1 X'S NO
WOND] SELL+ C 2 S FRU/RAT+ AT "TS4
  ,Z LOGICAL & S5SI# Z X SEEMS 6QUAL;Y
PROSPECTS1 _M SALESPEOPLE / FAIL 6D S4
,?\< 9 ALL H"O/LY1 ? USU,Y RESULTS F A
LACK ( PROP] SALES TRA9+4 ,_M P SIMPLY
DON'T "K H[ 6PROFES.N,Y QUAL;Y A
POT5TIAL PUR*AS]4 ,S !Y IMMLY LAUN* 96_!
PRES5T,NS1 FOCUS+ ON ! ASSUM$ NE$ (!
CU/OM]4 ,? /EMS F DESP],N & LACK ( "U/&+
M ?AN ANY?+4 ,^! SALESPEOPLE 5D UP
4C\RAG$ & FRU/RAT$1 UNA# 6"U/& :Y !Y >E
HAV+ A DI6ICULT "T CLOS+ A FAIR P]C5TAGE
( _! SALES4
  ,! FACT IS1 Y SIMPLY _C 3CLUDE A SALE
) AN UNQUALIFI$ 9DIVIDUAL OR -PANY4 ,!Y
M/ H ! M"OY1 DESIRE1 OR NE$ 6[N1 &!
AU?OR;Y 6PUR*ASE4
  ,3SEQU5TLY1 YR F/ PRIOR;Y %D ALW 2
6ALIGN YRF ) ^? 9DIVIDUALS OR -PANIES
QUALIFI$ 6MAKE A PUR*ASE4
  ,"H >E ! R1SONS :Y X IS ESS5TIAL
6QUALIFY YR BUY]S 2F -MITT+ ANY ( YR
VALUA# "T OR 5]GY4
  #A4 ..,QUALIFY+ DET]M9ES WANTS1 NE$S &
.DESIRES3 ,TD'S 3SUM]S FEEL _M
SALESPEOPLE >E 9S5SITIVE & UNC>+4 ,!Y
]RONE\SLY 2LIEVE A SALESP]SONS TOP
PRIOR;Y IS SIMPLY MAK+ ! SALE4 ,P]IOD4
,!Y D N FEEL WE TRULY C>E AB PROVID+ !
"R PRODUCT = _! NE$S4
  ,QUALIFY+ HELPS BO? Y &! PROSPECT4
,QUALIFIC,N IS A PROCESS ( 4COV]Y4 ,A
MAJOR "P ( YR JOB IS 6UNCOV] ! TRUE
AG5DA1 EMO;NAL & O!RWISE1 (! 9DIVIDUAL
OR -PANY4 ,ONLY :5 Y 4COV] "! IS A 4T9CT
NE$ : C 2 FULFILL$ 0YR PRODUCT D Y TAKE
/EPS T[>D -MITT+ "T & 5]GY4
  #B4 ..,QUALIFY+ PROVIDES Y )!
PROSPECT'S F9ANCIAL ./ATUS3 ,IF "! IS A
NE$ : C 2 FILL$ 0YR PRODUCT1 YR NEXT
PRIOR;Y IS 6DET]M9E :E!R ! PROSPECT HAS
ADEQUATE FUNDS AVAILA# 6TAKE ADVANTAGE (
:AT Y H 6(F]4 ,IF F9ANCIAL RES\RCES >E N
AVAILA#1 !N "! IS NO R1SON 6WA/E YR "T
OR _!S4
  #C4 ..,QUALIFY+ PROVIDES Y )!
PROSPECT'S F9ANCIAL .P>AMET]S3 ,Y DON'T
WANT 6OV]SELL OR "USELL ! POT5TIAL
CU/OM]4
  ,IF Y PRES5T A 4#A1JJJ SOLU;N 6A
4#AJ1JJJ NE$1 Y W FRU/RATE YR PROSPECT &
LOOSE ! SALE4 ,IF Y PROVIDE A MILLION
DOLL> SOLU;N 6A QU>T] MILLION DOLL> NE$1
Y W FRU/RATE ! PROSPECT & LOOSE ! SALE4
  ,Y QUALIFY BAS$ ON :AT IS AF=DA# 6!
NE$4 ,ONLY PRES5T & DEMON/RATE SOLU;NS
)9 ! F9ANCIAL P>AMET]S T BE/ MEET T NE$4
  #D4 ..,QUALIFY+ DET]M9ES ALL "PIES
9VOLV$ 9 ! .DECI.N3 ,"!'S NO?+ M
FRU/RAT+ ?AN 6KNOCK "SBODY'S SOCKS (F )A
DYNAMIC PRES5T,N1 H A TRANSAC;N M5T,Y &
EMO;N,Y WRAPP$ UP & !N F9D \ T ! SALE IS
3T+5T ON "S"O ELSE--A -MITTEE1 A "PN]1 A
P>5T4 ,"! IS A WAY >.D ? ?\<4 ,SIMPLY
MAKE SURE T ALL SIGNIFICANT DECI.N MAK]S
>E PRES5T :5"E Y GIVE YR PRES5T,N4 ,IF
ALL "PIES >E N AVAILA# =A PRES5T,N1
RES*$ULE ! PRES5T,N 6A "T T BETT] SUITS
"EY"O'S S*$ULE4
  #E4 ..,QUALIFY+ DET]M9ES ! "T .FRAME3
,X IS ESS5TIAL T Y "K :5 ! PROSPECT IS
WILL+ 6TAKE ADVANTAGE ( YR (F]4 ,DET]M9E
:E!R HE WANTS 6PUR*ASE TD1 NEXT WEEK1 A
MON? OR A YE> F N[4
  #F4 ..,QUALIFY+ REV1LS ! .-PETI;N3 ,:5
Y >E QUALIFY+1 Y C F9D \ :E!R Y >E -PET+
AG/ O!RS =! BUSI;S4 ,X ALL[S Y 6/RUCTURE
YR PRES5T,N ) YR -PETITOR'S PRODUCT1
S]VICES & PRICES 9 M9D4
  #G4 ..,QUALIFY+ HELPS ELIM9ATE
OBJEC;NS 2F !Y .APPE>3 ,IF Y "Q
SKILL;LLY & LI/5 ATT5TIVELY1 PROSPECTIVE
PUR*AS]S W TELL Y "EY?+ Y NE$ 6"K 6HELP
!M ) _! BUY+ DECI.NS4 ,ASK ! "R "QS1 &
ALL[ ! PROSPECT ! OPPORTUN;Y 6TALK AB
H]F & H] 3C]NS1 !N ALM 9V>IABLY1 %E W
TELL Y H] GRTE/ NE$S & 3C]NS4

    ,3TROLL+ ! ,FE> ( ,QUALIFIC,N
  ,EV5 ?\< ! PROCESS ( QUALIFIC,N IS S
IMPORTANT1 MO/ SALESPEOPLE AVOID X4 ,:Y8
,2C ! AV]AGE SALESP]SON FE>S ! PROCESS4
,! SALESP]SON DOESN'T WANT 6BE VIEW$ Z
AN 9TRUD] PROB+ 96! PROSPECT'S P]SONAL
T]RITORY--WANTS1 NE$S1 DESIRES1 F9ANCIAL
RES\RCES1 : 9CLUDE ABIL;Y OR AU?OR;Y
6PUR*ASE4 ,B Y _C SOLVE A PRO#M OR
PROVIDE A SOLU;N UN.S Y PROP]LY "U/& A
PROSPECTIVE BUY]'S NE$S & F9ANCIAL
/ATUS4
  ,ANO!R R1SON SALESPEOPLE MAY N QUALIFY
IS 2C !Y WD R TAKE ! EASY WAY \1 FALSELY
2LIEV+ T !Y >E "W+ )A 8,CLASS ,A0
PROSPECT 6AVOID ?OR\< RESE>*4

    ,! ,ISSUE ( ,3TROL
  ,IF Y H PRO#MS 3TROLL+ ! SALES PROCESS
& 9FLU5C+ YR PROSPECT POSITIVELY1 Y
PROBABLY H PRO#MS 2+ A SALESP]SON Z
WELL4 ,9 E MEET+ ( TWO OR M P]SONS1 "!
IS A DOM9ANT P]SON :O 3TROLS ! RE/ (!
GR\P4 ,? IS A FACT4 ,EI Y >E 9 3TROL (!
SITU,N & CIRCUM/.ES OR "S"O ELSE IS4
  ,Y H 63TROL 9 ORD] 6L1D4 ,! ONLY WAY Y
C L1D YR POT5TIAL CU/OM]S 6[N :AT Y
REPRES5T IS 6GUIDE !M4
  ,I AM (T5 ASK$3 8,MY]S1 :AT HAPP5S IF
A POT5TIAL CU/OM] W N COOP]ATE & ALL[ ME
6ASK QUALIFY+ "QS80 7,IN R1L;Y ? R>ELY
HAPP5S ) PROSPECTS1 S DON'T LET X 2COME
AN ISSUE47
  ,H["E1 :5 Y >E N C]TA9 IF A PROSPECT W
COOP]ATE1 ,I SU7E/ AN OP5+ /ATE;T & "Q
6GET ?+S ROLL+1 L ! FOLL[+ EXAMPLE4
  8,MR4 & ,MRS4 ,PROSPECT1 ,I'M N EV5
C]TA9 IF MY -PANY IS A# 6MEET YR "PICUL>
NE$S4 ,9 ORD] 6DET]M9E IF ,I C (F] Y A
S]VICE AT ! BE/ POSSI# VALUE1 ,I W NE$
6ASK A FEW "QS 6FULLY "U/& YR SITU,N4 ,D
Y M9D IF ,I ASK ! "QS S T WE MAY BO?
DET]M9E IF ,I H A SOLU;N 6(F]80
  ,IF Y L1D 96! QUALIFIC,N PROCESS )
SIMPLE /ATE;TS & "QS L ^!1 Y %D 2 A#
6REDUCE ! RESI/.E Y MI<T RCV4 ,H["E1 IF
Y TRY V H>D & / _C OBTA9 ANSW]S 6YR
QUALIFY+ "QS1 Y H AN ALT]NATIVE4
,T]M9ATE ! 9T]VIEW4
  ,?9K X "?4 ,X'S H[ Y MAKE YR LIV+
6SUPPORT YRF & YR FAMILY4 ,X'S YR
PROFES.N1 & H[ Y A*IEVE YR F9ANCIAL
GOALS4 ,Y D N H "T 6WA/E ) 9DIVIDUALS OR
-PANIES :O W N COOP]ATE4
  ,GET OV] YR FE> ( ASK+ "QS4 ,X'S 9 !
BE/ 9T]E/ (! CU/OM]1 Z WELL Z YRF4
,RESOLVE :E!R A P]SPECTIVE CU/OM]
QUALIFIES OR N4 ,Y TAKE 3TROL ( YR C>E]4

    ,! ,F\R ,>1S ( ,QUALIFIC,N
  ,"! >E F\R BASIC >1S ( QUALIFIC,N Y M/
ID5TIFY 2F 2G9N+ A SALES PRES5T,N &
ATTEMPT+ 6CLOSE ! SALE4
  #A4 ..,,WANTS1 ,,NE$S & .,,DESIRES3
,IS "! A NE$ = YR PRODUCT OR S]VICE8 ,IF
"! IS N A NE$1 C Y CR1TE 5 DESIRE
6PRODUCE A WANT T TURNS 96A NE$8 ,IF Y D
MAKE A SOLID PRES5T,N &A PROSPECTIVE
BUY] / HAS NO NE$ OR WANT = YR PRODUCT
OR S]VICE1 !N SIMPLY CUT YR PRES5T,N
%ORT1 EXIT GRACE;LLY & PRESS ON 6! NEXT
OPPORTUN;Y4
  ,X IS IMPORTANT DUR+ ? PHASE 6BE A#
6DI6]5TIATE 2T WANTS & NE$S4 ,0NATURE WE
ALW WANT M ?AN WE NE$4
  ,"H'S AN EXAMPLE4 ,I 0 REPRES5T+
LUXURY SECOND HOMES 9 OC1NFRONT
-MUNITIES4 ,9T]IOR HOMES1 )\T AN OC1N
VIEW1 RANG$ F 4#DJJ1JJJ UPW>D4
,OC1NFRONT HOMES RANG$ 9 PRICE F
4#HJJ1JJJ 6M ?AN A MILLION DOLL>S4 ,)\T
FAIL1 "EY"O :O VIEW$ ! R1L E/ATE WD
*OOSE 6[N OC1NFRONT PROP]TIES4 ,YET1 MY
SALES T1M & ,I AL "U/OOD1 ?\< "EY"O
WANT$ OC1NFRONT1 ONLY A FEW CD AF=D ?
LUXURY4 ,! MAJOR;Y ( \R SALES 7 9T]IOR
HOMES 2C (! AF=DABIL;Y4 ,?\< !Y MAY WANT
OC1NFRONT1 IF :AT IS AF=DA# IS AN 9T]IOR
HOME LOCAT$ (F ! OC1NFRONT1 !N ! NE$
OV]RIDES ! WANT4 ,? IS TRUE 9 ANY SALE'S
(F]+4
  ,I H A FR :O IS A V SU3ESS;L
AUTOMOBILE SALESP]SON4 ,M>K ASSURES ME T
_M "TS 8 PROSPECTS F9D X UNCOM=TA# :5 HE
ASKS AB _! BUDGETS4 ,B1 X IS ABSOLUTELY
CRITICAL T HE F/ E/ABLI% _! F9ANCIAL
P>AMET]S4 ,L HOMES1 ^? SEEK+ AUTOMOBILES
(T5 3FUSE _! NE$S ) _! WANTS4 ,X SEEMS
"EY"O WANTS ! LUXURY AUTOMOBILES1 B 9
MO/ CASES HE M/ 2 V C>E;L 6PRES5T &
DEMON/RATE ONLY ^? C>S !Y C AF=D4
  ,:Y8 ,AC 6,M>K & C.T.S SALES
PROFES.NALS1 ONCE PROSPECTS MAKE AN
EMO;NAL -MIT;T 6A HI< TICKET ITEM1 !N >E
TOLD !Y _C AF=D X1 !Y 2COME FRU/RAT$ & W
N 2 OP5 6PUR*AS+ A LESS CO/LY PRODUCT4
,X !N 2COMES ALM IMPOSSI# 6REGA9 ANY
SEMBL.E ( 3TROL1 ASSI/.E OR DIREC;N4 ,?
5TIRE SITU,N1 ( C\RSE1 C 2 AVOID$
0DIRECT+ CU/OM]S M R1LI/IC,Y T[>D A
PRODUCT : FALLS )9 _! BUDGET4
  ,T IS :Y X'S IMP]ATIVE T Y QUALIFY4
,DON'T OV]SELL OR "USELL YR PROSPECTS4
,REMEMB]1 :AT !Y WANT MAY N 2 :AT !Y
NE$4
  #B4 .,,F9ANCIAL .,,RES\RCES 7.,M"OY73
,? IS A CRITICAL >EA4 ,YR PROSPECTS MAY
WANT OR NE$ YR PRODUCT OR S]VICE1 B IF
YR PRODUCTS >E N )9 _! F9ANCIAL
P>AMET]S1 />T SE>*+ = QUALIFI$
PROSPECTS4
  ,LET'S LOOK AT ! CATEGORY = 9DIVIDUALS
& 3SUM] GDS4
  ,IF Y REPRES5T PRODUCTS1 S* Z
AUTOMOBILES1 BOATS1 R1L E/ATE1 OR ANY
PRODUCT T MAY REQUIRE BANK F9ANCIAL
T]MS1 Y MAY NE$ 6QUALIFY YR PROSPECT 9
TWO SEP>ATE CATEGORIES4
  ,A7 ,D[N PAY;T OR 9ITIAL 9VE/;T3
,6BORR[ M"OY1 Y M/ H M"OY4 ,:5 F9ANCIAL
T]MS >E (F]$1 BANKS OR F9ANCIAL 9/ITU;NS
MAY REQUIRE ! CU/OM] 6H EQU;Y4 ,! 9ITIAL
9VE/;T IS USU,Y PD 0*ECK4
  ,B7 ,MON?LY PAY;T OR 9VE/;T3 ,YR
PROSPECT M/ QUALIFY ) 8 ABIL;Y 6AF=D !
MON?LY 9VE/;T4 ,) "S PRODUCTS1 S* Z R1L
E/ATE & AUTOMOBILES1 F9ANCIAL 9/ITU;NS
MAY REQUIRE YR CU/OM] 6MEET SPECIFIC
DEBT RATIOS 9 PROPOR;N 6AN 9COME4 ,9 O!R
^WS1 BANKS & MO/ REPUTA# 9/ITU;NS W ONLY
ALL[ A C]TA9 AM.T ( DEBT 6BE 9CURR$
03SUM]S4
  ,:AT IF YR PRODUCT OR S]VICE CAT]S
6BUSI;SES OR -PANIES8 ,X !N 2COMES
ESS5TIAL T Y DET]M9E IF "! IS A BUDGET =
YR (F]+4 ,IF "! ISN'T A BUDGET AT
PRES5T1 C A BUDGET 2 CR1T$8 ,IF F9ANCIAL
>RANGE;TS = -PANIES OR A BUSI;S M/ 2
SECUR$ F A F9ANCIAL 9/ITU;N1 ! SAME
3SID],NS 79ITIAL 9VE/;T & MON?LY 9VE/;T7
MAY APPLY4
  #C4 .,,AU?OR;Y3 ,:O W 2 RESPONSI# =!
PUR*ASE8 ,AU?OR;Y 9 A BUY+ DECI.N IS
ABSOLUTELY CRITICAL4 ,W Y 2 A# 6FOLL[
UP1 SECURE & DELIV] YR PRES5T,N 6ALL
P]SONS :O W 2 9VOLV$ 9 ! DECI.N
6PUR*ASE8
  ,A7 AU?OR;Y = 9DIVIDUALS3 ,N"E FOOL
YRF4 ,9 ! CASE ( C\PLES BUY+ A HOME1 "!
>E ALW TWO P 9VOLV$ 9 ! DECI.N--BO? !
HUSB& & WIFE4 ,6SECURE APPO9T;TS & 5GAGE
9 PRES5T,NS & ATTEMPT 6CLOSE ) "O & N !
O!R IS A WA/E ( "T1 & W USU,Y RESULT 9
NO DECI.N OR A DELAY$ DECI.N 6[N4
  ,(T51 ,I H BE5 9VOLV$ ) "PN]%IPS1 JO9T
V5TURES1 & SYNDICATES T PUR*ASE 9VE/;T
PROP]TIES Z A GR\P4 ,9 MO/ CASES1 ,I MET
F/ ) "O 9DIVIDUAL :O ASSUR$ ME HE 0 !
DECI.N MAK]1 REPRES5T+ ! 9T]E/ (! 5TIRE
GR\P4 ,9 ! E>LY "DS ( MY C>E]1 ,I 0
GULLI# & 2LIEV$ ? 0 TRUE1 S ,I WD GIVE
PRES5T,NS & ATTEMPT 63CLUDE ! TRANSAC;N
)! "O1 V]SES ! 5TIRE GR\P4 ,I QKLY LE>N$
:5 A GR\P ( 9VE/ORS IS 9VOLV$1 !N ALL
"PN]S P]T95T 6! DECI.N 6[N M/ 2 PRES5T4
,"O (! GRTE/ ]RORS A SALESP]SON C MAKE
IS 62LIEVE ! PROSPECT :5 HE IS TOLD1 8,I
MAKE ALL ! DECI.NS4 ,J TELL ME :AT X IS
Y H 6(F]40
  ,B7 ,AU?OR;Y = -PANIES & BUSI;S3 ,EV5
Z X IS GETT+ M DI6ICULT = BUSI;SES
6ASSEM# ALL (! DECI.N MAK]S TGR AT ONCE1
X IS / ESS5TIAL4
  ,H>RY :O REPRES5TS 9TANGI# S]VICES
6L>GE -PANIES PO9TS \1 8,"! >E _M :O C
DECIDE N 6[N1 B ONLY A FEW :O C DECIDE
6PUR*ASE 9 A CORPORATE /RUCTURE40
  ,A ^W ( WISDOM3 ,2W>E ( DECI.N BR1K]S4
,"S"TS P 9 L[]-LEVEL POSI;NS H P[] 6SAY
8NO40 ,YET1 2C !Y DON'T H ! P[] 6SAY
8YES10 OR 6PUR*ASE1 !Y W RUN Y RA7$ ASK+
= PROPOSALS1 PRES5T,NS & MAT]IALS4 ,X'S
USU,Y AN EGO ISSUE ) ^! P4
  ,DON'T WA/E YR "T ON NON-DECI.N MAK]S
OR DECI.N BR1K]S4 ,GET 6! DECI.N MAK]S1
& 2 SURE YR PRES5T,NS & APPO9T;TS >E ALW
)! -PANY [N]1 ,,CEO1 OR "S"O 9 AU?OR;Y
:O W 2 A# 6MOVE =W>D )! DECI.N 6PUR*ASE4
,NO "O ELSE IS WOR?Y ( YR "T4
  ,H[ D Y UNCOV] ^! DECI.N MAK]S8
,SIMPLY ASK1 8,>E O!RS 2SS Y 9VOLV$ 9 !
DECI.N 6[N OR D Y H F9AL AU?OR;Y80 ,IF
O!RS >E 9VOLV$1 2 SURE 6S*$ULE AN
APPO9T;T ) ALL (! "PIES 9VOLV$4
  ,APPO9T;TS ) ^? :O M/ *ECK )! -MITTEE
W USU,Y RESULT 9 M APPO9T;TS & DELAY$
DECI.NS4 ,9 _M CASES1 X CD 2 A NEGOTIAT+
/RATEGY & AN EXCUSE = SUSP5D+ DECI.NS4
  #D4 .,,"T .,,FRAME3 ,H[ URG5T IS ! NE$
OR H[ SOON C ! APPROPRIATE P]SON OR P
TAKE ADVANTAGE ( YR (F]+4 ,! "T FRAME IS
CRITICAL1 X DET]M9ES H[ & :5 Y ATTEMPT
6CLOSE ! SALE4 ,AL1 :5 Y W 2 PD6
  ,I ONCE %>$ ? >EA ( QUALIFIC,N ) AN
\T/&+ SALESP]SON :O SOLD _M HI< TICKET
ITEMS4 ,B>B>A SAYS H] SALES SO>$ AF %E
/>T$ ASK+ SIMPLE "QS S* Z1 8,H[ PRESS+
IS YR NE$80 ,%E WD !N SAY1 8,:5 D Y PLAN
6TAKE ADVANTAGE ( MY S]VICE80 ,"QS S* Z
^! ALL[$ H] 6PROP]LY T>GET H] PRES5T,N &
CLOS+ SEQU;E4
    ,"QS 6,ASK ,:5 ,QUALIFY+3 .,! .,"R
    .,"QS
  ,:Y ASK "QS8 ,2C X'S ! ONLY WAY 6GET !
ANSW]S Y NE$4 ,TELL+ ISN'T SELL+2 X'S
ASK+ "QS T MAKES A SALE4
  --,ASK+ "QS ALL[S Y 6TAKE 3TROL (!
SITU,N4 ,Y >E 9 3TROL N M]ELY 0! "QS Y
ASK1 B 2C (! ANSW]S Y RCV4
  --,ASK+ ! "R "QS REMOVES Y F ! ROLE (
SALESP]SON & E/ABLI%ES Y Z A 3SULTANT4
,:5 Y ASK "QS )! BUY]'S BE/ 9T]E/S 9 M9D
&)! HOPE ( TRY+ 6F9D A SOLU;N1 Y
REPOSI;N YRF Z AN ADVISOR4
  ,YR "QS >E ONLY GO+ 6BE E6ECTIVE 0!
MANN] 9 : !Y >E ASK$4 ,X'S IMPORTANT T Y
ASK BOLDLY & 3FID5TLY & -PREH5D !
PROSPECT'S ANSW]4 ,Y _C HELP "S"O OR (F]
ASSI/.E IF Y D N FULLY "U/& H] PRES5T
SITU,N4 ,6L1D ! PROSPECT ": %E WANTS
6BE1 Y M/ F/ E/ABLI% ": %E IS4 ,X IS YR
JOB 6PROP]LY S]VICE A CLI5T4 ,Y H !
ABSOLUTE "R 6ASK = ALL ! NEC ANSW]S3
WANTS1 NE$S1 DESIRES2 F9ANCIAL RES\RCES2
AU?OR;Y2 & "T FRAME4
  ,ONCE AG1 DON'T 2 EMB>RASS$ OR TIMID4
,ASK BOLDLY 9 A SELF-ASSUR$ MANN] T
ELICITS A S9C]E REPLY F YR PROSPECT4
,ASSURE H] T Y >E SEEK+ ANSW]S 6PROVIDE
A SOLU;N 6H] NE$ AT ! BE/ VALUE4

    ,"QS 6,QUALIFY ,WANTS1 ,NE$S &
    ,DESIRES
  #A4 ,WE H _M MODELS 7SOLU;NS74 ,MAY ,I
ASK Y A FEW "QS 6HELP ME ID5TIFY : "O
MAY 2 ! BE/ = Y8
  #B4 ,:AT B5EFITS WD Y EXPECT Z A
RESULT ( \R ASSOCI,N8
  #C4 ,CD Y DESCRIBE ! ID1L \TCOME Y WD
L 6A*IEVE OR WD EXPECT8
  #D4 ,:AT WD Y L 6A3OMPLI% ) ? PUR*ASE8
,IF Y CD *ANGE ANY?+ AB YR PRES5T
SITU,N1 :AT WD X BE8
  #F4 ,:AT TYPE ( S]VICE D Y EXPECT8
  #G4 ,>E Y 9T]E/$ 9 -M]CIAL OR 3SUM]
GRADE8 7,IF APPLICA#47
  #H4 ,WD Y USE ? 7PRODUCT OR S]VICE7 AT
YR (FICE OR HOME8 7,IF APPLICA#47



    ,"QS 6,QUALIFY ,F9ANCIAL ,RES\RCES
  #A4 ,MR4 & ,MRS4 ,PROSPECT1 ? "PICUL>
MODEL WD REQUIRE AN 9ITIAL 9VE/;T ( --
DOLL>S1 &A MON?LY 9VE/;T ( -- DOLL>S4
,IS T A -=TA# 9VE/;T RANGE8
  #B4 ,D Y H A BUDGET = ? OR AN 9VE/;T
RANGE 9 M9D8 ,QUALIFY ,BUY]S ,F/--#EE
  #C4 ,IF Y %D DECIDE 62COME 9VOLV$ ) \R
PRODUCT1 WD Y REQUIRE ANY F9ANCIAL
ASSI/.E8
  #D4 ,WD ? 2 CA%1 OR D Y PLAN ON F9ANC+
! PUR*ASE8
  #E4 ,BAS$ ON :AT Y H %>$ ) ME1 X SEEMS
Y D N H A BUDGET ALLOCAT$1 YET Y SEEM
9T]E/$4 ,C A BUDGET 2 CR1T$8 ,H[ MAY ,I
ASSI/ Y )! CRE,N (A BUDGET8

    ,"QS 6,DET]M9E AU?OR;Y
  #A4 ,MR4 & ,MRS4 ,PROSPECT1 A PUR*ASE
( ? NATURE MAY 9CLUDE ! FAMILY4 ,IF Y
DON'T M9D MY ASK+1 WD "! 2 O!RS 9VOLV$ 9
! DECI.N8
  #B4 ,Y M5;N$ "! WD 2 "PN]S OR O!RS
9VOLV$ ) [N+ ! 7PRODUCT OR S]VICE74
,WDN'T X MAKE S5SE 6S*$ULE A "T :5 ALL
"PIES 9VOLV$ )! DECI.N 6[N >E PRES5T8
  #C4 ,WD "! 2 ANY"O O!R ?AN YRF 9VOLV$
9 ! DECI.N 6[N8
  #D4 ,WD TAK+ ADVANTAGE ( \R S]VICE
REQUIRE A -MITTEE DECI.N1 OR >E Y SOLELY
RESPONSI# = -PLET+ ! TRANSAC;N8
  #E4 ,:O 2SS YRF WD 2 REVIEW+ !
PROPOSAL8

    ,"QS 6,DET]M9E ,"T ,FRAME
  #A4 ,IS ? AN IMM NE$1 OR >E Y PLANN+
6PUR*ASE LAT] 9 ! YE>8
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