You’ve been having a productive conversation, but then it hits you: this prospect just isn’t the right fit.
If the prospect lacks a compelling "why" to do business with you, what do you do?
When you realize the prospect isn’t a good fit, it’s a chance to refocus your efforts and prevent wasting time on a deal that isn’t going anywhere.
💬 When you feel like they’re not qualifying, pause the pitch.
Revisit your Up-Front Contract (UFC) to gently steer the conversation.
“Earlier, we agreed we would be transparent with one another regarding our next step. Would you be surprised if I told you that based on our conversation, I don't believe we are the best solution for you at this time?”
💬 Sometimes, you need to ask the tough questions.
“If you don't implement a solution soon, how does that impact your business in either revenue or moral?”
If they don’t have a strong answer, it’s clear they don’t have a strong need.
💬 It’s okay to walk away.
I recommend helping them determine what the best next step is for them. That next step could be referring them to another vendor for a different product/service that would help them meet their needs.
Or, it could be helping them define what their world will look like when it is the right time to revisit the conversation with you.
In the end, qualifying early saves you time, energy, and emotional investment. "Qualify hard, close easy."
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SANDLER HOT TAKE: When You’re halfway Through the Call and You Realize they Don’t Qualify

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By
Emily Shaw
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