Lean Selling

Lean Selling: Qualifying to reduce waste

Did you know that Businesses regularly spend up to five times longer losing a sale than winning a sale?

Wayne Moloney explains why this is so – and what we need to do about it.

In Wayne’s recent appearance on Strategic Selling Group he emphasises the need for a stringent qualification process to ensure we know our opportunity is winnable.

Wayne suggests spending more time on opportunities that have got the greatest chance of success and to help make these decisions he offers some simple qualification questions that will assist in determining if you should invest in furthering opportunities.