Using The Disqualification Model To Protect Yourself From Non-Buyers

While in traditional sales we talk about qualifying prospects, I think it's even better to start disqualifying prospects.

I can't remember the exact words of Gill Wagner, author of Honest Selling, but the essence of his article was this: "Throughout our interactions with buyers, we're looking for a reason why we can't do business t>ogether. The sooner we find the reason, the sooner we can go home." He even used this phrase with prospects: "I guess we've just found a reason not to do business together. Would you agree?" 

I loved his approach and being true to his company's (and book's) name, Gill's approach sounded honest to me.

Disqualification is a great way of finding committed buyers, but only if we can detach ourselves from the outcome.