Your sales rep spent 60 minutes on a discovery call with a prospect whose budget is comparable to a kindergartener’s lemonade stand?
Painful doesn’t begin to describe it.
You know what would’ve been better? Asking “what’s your budget?” in minute 3 instead of minute 57.
One of the most valuable skills in sales is disqualifying fast.
“But what if they buy?!”
What if unicorns existed and pooped gold coins? We’d all be rich, but that’s not reality either.
Your calendar is your most valuable asset. Filling it with prospects who can’t/won’t buy is like putting water in your gas tank because “at least the tank is full.”
Find the “no” ASAP so you can move on to the next opportunity that might actually be a “yes.”
The best reps I know aren’t qualification experts – they’re disqualification specialists.
