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11/21/2011

Comments

Jonathan London

In almost every instance, preventive measures can help, but not totally prevent these situations. For example:
- if you qualify well up front, you probably will chase less bad business
- if you prospect well and often, you won't have to chase bad business
- if you can get firm commitments on next steps, with specific dates and times, you will know sooner than later if you are in trouble
- if you proactively review bigger deals vs, only when you are in trouble, you will be better off
- put a date and time restriction on any proposal so you can recall it as a way of measuring a prospect's real interest
- find out if there is a compelling event with a time frame and what the ramifications are if it is not met.
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