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 together. 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.

Members-Only Premium Content   

• Free Webinars: Access all recorded webinars (full members attend all live webinars free).
• Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
• Research and Reports: Receive 20% off all research and benchmark reports.
• 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
• Exclusive Premium Content: Access members-only interviews, templates, and case studies.