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Has the prospect told you who you are competing against?

Does he/she express a bias in favor of one of your competitors?

Are you aware of technical/pricing/terms advantages the competition has you can’t overcome?

These are the kinds of questions you need to ask to qualify the “C” in SCUBATANK

Bear in mind you can customize all the qualifying questions in Salesdiver. Each of the SCUBATANK categories can (optionally through in app purchase) have ten questions you can tailor to suit your business, product set or industry.