How to Requalify Existing Prospects and Clients

One area many sales reps struggle in is how to requalify existing accounts, or prospects they haven’t spoken with in a while. Let’s first establish the need to do this, and we’ll address exactly how to do it. First let’s acknowledge that all things change. In fact, someone once said that the only thing that doesn’t change is change itself. It’s constant. And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today.