By Tom Hopkins
While the qualification process is critical in making an initial sale to clients, it’s not something
you can do once and forget about it. In challenging times, you may need to continually re-qualify
existing clients. When anything changes, think of them as if they’re new clients all over again. The
key element is what they might want or need to change about their current situation. You can never
assume you know whether or not they remain highly qualified candidates for your product or
service…
