Article
The Three Most Effective (Dis)Qualifying Questions You ...
gtmnow.com
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
After you discuss what their business challenges are, after sharing your commercial insights, and after giving a high-level proposal of how your solution can fix their problem, ask them this: ““I think we can help. Would you like to see how it works and how we implemented a similar solution for another client in a similar circumstance?”” There are two ways this conversation can go.
They say “yes” “If they say, “Sure. I’m interested in how it works,” that’s great news. You have a buyer-signal, and they’ve given you explicit permission to move forward.” But you haven’t asked them to do much work, so it’s not much of a signal, and you’re still a far cry from alignment and a signed contract.
That’s why qualifying your prospects is even more important now than when the economy was roaring. “The good news is that your prospects are probably more than happy to help qualify (or rather, dis-qualify) themselves.” Your customers are under just as much pressure as you are in a difficult business environment like today. They’re working remote, they’re sick of Zoom, and they’re under strict instructions to not spend a dime AND fix all the new problems that are landing on their desk.
DQ Question 1: The Roadmap “The earlier you disqualify a bad deal, the better. That’s why this first question should be asked early in discovery.” After you discuss what their business challenges are, after sharing your commercial insights, and after giving a high-level proposal of how your solution can fix their problem, ask them this:
The earlier you disqualify a bad deal, the better. That’s why this first question should be asked early in discovery. “After you discuss what their business challenges are, after sharing your commercial insights, and after giving a high-level proposal of how your solution can fix their problem, ask them this:” “I think we can help. Would you like to see how it works and how we implemented a similar solution for another client in a similar circumstance?”
After you discuss what their business challenges are, after sharing your commercial insights, and after giving a high-level proposal of how your solution can fix their problem, ask them this: ““I think we can help. Would you like to see how it works and how we implemented a similar solution for another client in a similar circumstance?”” There are two ways this conversation can go.
“In today’s difficult business environment, you don’t have the time or the resources to waste time on a prospect that’s not a sure thing.” That’s why qualifying your prospects is even more important now than when the economy was roaring.
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”
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.