From the course: Sales Strategy: Qualifying Opportunities
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Finding solutions when a prospect doesn’t fit
From the course: Sales Strategy: Qualifying Opportunities
Finding solutions when a prospect doesn’t fit
- Qualifying a prospect in is easy. They progress to the next stage and hopefully you sell to them. Qualifying out is much harder. When you realize they don't have the budget, they're not the decision maker, or they're not buying for some time, it can make for an awkward conversation. We need to make a decision on how to handle it and we have a huge selection of options. We could tell them an outright no. We could spend more time trying to change their budget or timeline. We could drop all communication and simply ghost them or we could even recommend them to a competitor. I would say that at this point, the main thing to do is not give up on them just yet. Let's first really ensure we can't fit them into our qualification process. If they fail on budget, consider if you can show them more value and hence demand a higher cost. Or if you can structure your pricing differently to meet their budget. If they fail on…
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