Before you start the sales conversation remember to gauge the commitment level of the customer. If the customer is just looking for information, you should understand at that moment that a deal may not be possible and hence accept the fact that this an exercise in building your sales funnel for the future (which is equally as important as making a sale today). Therefore start the process by requesting the prospect to rate his/her level of commitment to find a solution for their issue today, on a scale of 1 – 10 (1 being absolutely no commitment and ten being committed), if the client is at a 9 or a ten, you can be sure of making a sale, as long as the following two steps are completed.

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