10 Ways to Disqualify a Prospect - Sales Influence Podcast - SIP 558
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10 Ways to Disqualify a Prospect - Sales Influence Podcast - SIP 558
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🎯 Disqualify prospects quickly to save time and money, as faster disqualification leads to more efficient use of resources.
💼 Establish clear boundaries and specific requirements for working with clients, such as minimum budget, project size, location, time commitment, and payoff structure.
Value-Based Qualification💰 Qualify by value by setting a Minimum Value Proposition (MVP) that clients must meet, such as a minimum budget or project size, to ensure alignment with services offered.
Situational and Ethical Considerations🚩 Disqualify clients based on situational requirements, such as too many people involved, too many departments, and certain scenarios to avoid wasting resources on unqualified prospects.
🤝 Evaluate clients based on personality and ethics, including trustworthiness, reasonableness, and willingness to follow recommendations to ensure a good working relationship.