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The Game of Advancing the Sale
- ddingus 12y agoEqually important is actual qualification. This is most important when the sales process presents as long or costly or both. People will commit expensive people and resources on the hopes of generating excitement that leads to a sale. Qualification insures this actually happens, and that excitement is encouraging all parties to move through the process, not circumvent it. Generally, "cool" isn't a sales point. It gets attention, but the material sales points are those that present value for the dollar, return on investment, growth, whatever the business generally is looking for.