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4. Gain formal commitment, sign the order and develop.
Qualification is a core competency that every professional salesperson should take on board as quickly as possible. Working under the maxim: “All business is good business,” is unrealistic and erroneous. It takes just as long to work an unprofitable opportunity through the pipeline only to lose it at the death, as it does a profitable one—the ability to determine which is which, can have a huge impact on your ultimate success in a front-line sales role.
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