The initial stages of any presentation are vital to your overall success in sales.
Great salespeople know this and take the time in the early stages to set the ground-work to establish if this particular prospect is interested enough and qualified enough to move forward.
These salespeople, unlike their counterparts (the weaker sales reps) are willing to ask tougher questions. One question in particular is a gem and it will illicit an answer that can save you a lot of wasted time.
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Superb! Better to know and move knowingly where to move. Just awesome.