It’s the cold, hard truth: most people aren’t qualified to buy your product or service. Maybe they’re just not in enough pain, or they may not have the buying power yet. So why treat every single prospect with equal effort and time? In this episode of the No BS Sales School podcast, Walker talks about the need for sellers to be better at disqualifying prospects and what to do to keep your pipeline filled.
HIGHLIGHTS
QUOTES
Walker on disqualifying incompatible prospects: "Everybody talks about qualify, qualify, qualify. Great, fine. That's neat. Qualify intends — that word means that we've got to do some work to qualify them. Well, let me share something with you: most people aren't qualified."
Walker on ensuring that you get a response from prospects: "Before you give your proposal, before you give your numbers, tell them how you're gonna fix their problem — make sure that you know that you're gonna get a yes or a no once they see it."
Walker's advice for sellers who are scared of disqualifying prospects: "Go prospect. Get in front of people. Build your pipeline. Differentiate yourself. Some will buy, some won't, so what, who's next? The scariest part is when you don't have a 'who's next'."
Where to find Walker:
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