"We Buy It!"
OK great. They are ready to go should
they like your demo. You can tie them
down on time frame and uncover their
purchasing process while getting them
what they need to access the demo.
"If I like it I'll run it by my boss and
see what he/she says"
UH-OH! Someone (YOU) isn't speaking
with the real decision maker! Time to
back-up because you missed a step in the
qualifying process OR you aren't asking
the right sales qualifying questions.
"I'll call and let you know (Don't Call
Us, We'll Call You)"
Another UH-OH but this one usually
means you've moved too far ahead in
the sales process and skipped
the problem recognition / create / find a
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