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Stop Leaving Money On The Table
Manage episode 408648658 series 3360533
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Are you leaving money on the table?
And what do I mean by this?
There are usually many more opportunities to uncover with every prospect; from a larger service requirement through a different product or service offering, even a referral to a client or business partner.
But what do they look like?
How to uncover them?
In this episode I share some of the key things to look for during qualification and share a great example from the wonderful Tony Morris from his book Coffee's For Closers.
Additionally the other side of the coin is, how to handle multiple opportunities without dragging out the lead time or making the deal size 'too' big to move ahead with.
It's a fine line but this episode makes it simple.
I would love to know, are you leaving money on the table?
Let me know via LinkedIn or drop me a note harriet@yoursalesco.com (I reply to these personally!!
This podcast is hosted and recorded at Vitality House.
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