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Which sales strategy camp do you fall into?

from Remodelers Advantage

Remodeling and home improvement companies generally fall into two camps when it comes to interacting with prospects on the phone.
Camp one: Virtually every call from a homeowner results in the company sending a salesperson out to their home. This is called Under-Qualifying, or UQ.
Camp two: When a homeowner calls, the inside salesperson asks lots of probing questions (including how much the prospect can spend). It’s not uncommon for this camp to even try to figure out if the homeowner will buy from the company before agreeing to send someone out. This is called over-qualifying, or OQ. more


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