In the probe step it’s important to find out what, why, when and under what conditions a prospect will buy. I am trying to develop a checklist to use with my staff to avoid spending time working with unqualified prospects. Any input on the following explanations. What-- The product or service When...

Have an embarassing or interesting story about your encounters with company gatekeepers? Give us a buzz during today's LIVE episode of The SalesBuzz Radio (3pm Eastern) and tell us all about it. Callers will receive a copy of "Perfect Phrases for Lead Generation", courtesy of The Brooks...