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Six Reasons Top Salespeople Disqualify a “Hot Prospect”

Most top producers increase their sales by disqualifying low probability prospects.  These are prospects that initially looked "hot", however, by asking the right questions, it becomes obvious that the prospect is not ready to buy, now.   Top producers know that there is a far better likelihood of winning the sale if they leave early and then come back when the prospect is ready to buy.  It is a matter of the best utilization of your time, money and efforts.  Here are some examples:

1.  The prospect told you that he/she is the sole decision maker. Now, it seems, someone else must approve the decision, and you will not be able to meet with that person.  In almost every case, this is a deal-killer.  Forget about this deal and this prospect.  Use your time to find better prospects. 

2.  At the end of your first meeting, the prospect is not ready to go forward to the next step, whatever that may be.  Give it up.  Do not pursue or chase this deal.  Go back to prospecting with this one.3.  The prospect told you he/she is the sole decision maker.  Now it seems that someone else must approve the decision, but you will not be able to contact or meet with that person.  In almost every case, this is a deal-killer.  Use your time to find better prospects.  

3.  Throughout the first two meetings, the prospect told you that he/she is the sole decision maker.  Now, in the midst of the final meeting, you learn of another poerson that has to approve the purchase, but you will not have access to them.  In nearly every case, this is a dead end that could be "almost closed" forever.  Disqualify and move on.  Find a better prospect instead.

4.  At your last meeting, the prospect told you to call him/her back in two weeks for a final decision.  Now, the prospect cannot be found.  No one at his/her location has seen or heard from him.  Do not continue to call.  Send an email stating that you will be available whenever the prospect is ready to contact you.   

5.  The prospect told you they would have a purchase order ready for you today.  Now, he/she says that they can buy the same thing and get the same service from one of your competitors, at a better price.  Ask the prospect, what the competitor’s price is.  If he tells you, ask whether you will get the order if you can meet the price.  If he will not tell you, but says, “Just give me your best price and I’ll tell you whether it’s low enough.  Say “No thanks,” and leave.  The only time you should be the low priced supplier is when you have the lowest cost structure.

6.  It's your first meeting and the prospect tells you that there are are more decision makers.  However, he/she will not tell you who they are and indicates that it is unlikely that you will get to meet them.   It’s good that you learned that early on.  It’s time for you to leave, before you waste any more of your valuable time with such a low probability prospect.   

The best salespeople know the value of a “disqualification mindset.”  They know from experience, that what initially looks like a “hot prospect” may be a “tire kicker” in disguise.  The kind of questions they ask do not offend high probability prospects.  It is important to know the right questions to ask, and the right way to handle the responses.

If you want to learn the process and mindset of top producing salespeople, you want to learn more about High Probability Selling.

Until Next Time…Sell Well

Jacques Werth – High Probability Selling

Copyright 2007.

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