How Do I Wrap Up a Qualification Call?

Luke: When you have mapped out your entire sale from start to finish, step by step, and you've figured out all of the roles that need to be involved with each of those steps, you are actually qualified to make that recommendation for them. Nick: You can't change people in sales. All we can do is react based on where they're at and de-risk based on wherethey're at. Luke: The most successful clients will involve their finance, HR and legal teams. Why don't we talk about why our clients choose us instead of them? They're also a good fit for somebody else's product or service. Unless you were specifically asked to do a bake off side