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The Three Most Effective (Dis)Qualifying Questions You ...
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They say “yes” “Ideally, you’ve built up enough trust that they will talk with you. Pull up your plan, reaffirm your value proposition, and re-work the timeline.” By resetting the plan, you’ve re-qualified them, and you can move forward with confidence.
Don’t let them off easy. If it’s a timing issue, then ask what will be different later, and get a meeting on the calendar. “Keep them in a nurture sequence, plan on following up, but don’t keep that number on the forecast until you get a new MAP up and running.” If it’s dead, then it’s not a deal, and you need to let it go.
Is the timing bad? “Work with them to discover why they’re not ready for a personalized plan just yet, and if it’s an easy fix, fix it. But if they’re just not interested, consider them disqualified and put them back into a nurturing sequence.” They say “yes”
The important thing here is instilling confidence. Show them you know what you’re talking about, that you’ve done this before, and that your organization has ironed out all the kinks. “This is your chance to put some detail on your value prop and stand apart from the competition, but keep it high level.” DQ Question 2: The Personalized Plan