Sandler Rule #45: Qualify Hard, Close Easy

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The "Qualify Hard, Close Easy" rule means that thorough qualification leads to easier closes. By conducting a comprehensive discovery and qualifying the right prospects before presenting, you ensure that your proposals are precisely aligned with their needs and budgets. This approach typically results in a higher success rate, with over 80% of well-qualified prospects saying yes. On the other hand, presenting to everyone without proper qualifications can drastically reduce your success rate, often below 50%, wasting valuable time. Top salespeople usually close between 50% and 80% of their deals. If you’re closing 100% of the time, you might need to reassess your qualification criteria. Effective qualification involves understanding the organization’s size and budget early on to prevent surprises during the closing stage. Adhering to this Sandler Rule will streamline your sales process and increase efficiency.

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