Last Updated Oct 11, 2009 9:52 AM EDT
1. Confirm the need.
2. Define the financial impact.
3. Discover the buying process.
4. Determine the time frame.
At each stage, you either gather information that will either help you close the sale or makes it clear this is not a real opportunity. Either way you win.
NOTE: The questions aren't to be repeated literally. Use your personal skills to make the conversation natural.
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