A simple way to remember the qualifying process is to think of the word "MAD." The letter "D" reminds the salesperson to ask if the prospect has:

Name: A simple way to remember the qualifying process is to think of the word "MAD." The letter "D" reminds the salesperson to ask if the prospect has:
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Question

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The letter "D" in the mnemonic "MAD" stands for "Desire," reminding the salesperson to assess if the prospect has a genuine desire or need for the product or service being offered.

A Simple Way to Remember the Qualifying Process Is to Think