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How to spot a bad prospect - James White Business

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  1. Speaker A:00:02:12 “So point number one is this they are really, they don't have any urgency, I guess, around your solution.” Speaker A:00:02:21

    In Disqualification signals

  2. Speaker A:00:03:00 “They've just not got that urgency to do things and to move things forward.” Speaker A:00:03:04

    In Disqualification signals

  3. Speaker A:00:02:36 “But when someone's really chilled or laid back or a bit ambivalent about a problem, then I think that should send a bit of a warning signal to you, especially if they're the key decision maker in the process.” Speaker A:00:02:48

    In Disqualification signals

  4. Speaker A:00:03:47 “So, you know, if you look at a scale of a problem between 1 to 10, if someone's got a 9 or a 10 out of 10 problem, that's the sort of prospect you want to be engaging with.” Speaker A:00:03:57

    In Disqualification signals

  5. Speaker A:00:03:57 “Because they're going to want to find a solution, whether it's your company or someone else's, they have to get the problem resolved.” Speaker A:00:04:03

    In Disqualification signals

  6. Speaker A:00:04:03 “Whether it's a one, they're a bit like, well, actually, this isn't that big of an issue for me.” Speaker A:00:04:07

    In Disqualification signals

  7. Speaker A:00:00:55 “No's enable us to move forward and to pick on the next person that we want to engage with.” Speaker A:00:01:02

    In Disqualification signals

  8. Speaker A:00:01:02 “What's worse are maybes.” Speaker A:00:01:03

    In Disqualification signals

  9. Speaker A:00:01:08 “And the reason those may bes are challenging is because you put time and effort into them.” Speaker A:00:01:14

    In Disqualification signals

  10. Speaker A:00:01:14 “And the reality is you put time and effort into people and then you get your emotions up because you want to work with them and you get all excited thinking there's going to be some business there and then it doesn't turn to anything.” Speaker A:00:01:24

    In Disqualification signals

  11. Speaker A:00:02:27 “Now, again, I've always talked in other podcasts around the four types of people, so I'm not saying that just because someone isn't, you know, extroverted that you shouldn't take them seriously.” Speaker A:00:02:36

    In Disqualification signals

  12. Speaker A:00:14:23 “So for example, in my business, it's people that want to scale and grow, that have turnover of, you know, over 2 to 3 million pounds, who already have a couple of people in sales role itself.” Speaker A:00:14:32

    In Firmographic ICP criteria

  13. Speaker A:00:11:08 “Another prospect that I'd be really nervous about is if they keep basically missing meetings or keep missing conversations with you.” Speaker A:00:11:15

    In Meeting commitment signals