Sales Without Losing Your Soul 3. Qualify

When you’re in the early days of your business, most of us have made this mistake. We’ve taken on everybody who has a problem we can solve, but isn’t necessarily something we want to do. So, the purpose of that first part, where you’re having that conversation and listening, is identifying whether or not the customer will suit you.
Do they have a problem that you solve, or do they have a problem that somebody else might be a better fit for?