164: How To Disqualify Prospects Who Aren't Ready To Buy
No BS Sales School
English - March 22, 2022 23:27 - 13 minutes - 12.5 MB - ★★★★★ - 109 ratingsBusiness Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
HIGHLIGHTS
Most people will not be ready to make a change Make sure someone has a problem they want to solve No pain, no personal impact, no saleDon’t give your price out right awayFigure out their decision-making processQUOTES
Walker: “How much information do you need to give them if they’re not ready to make a change? I would say, not very much. Them being qualified or ready has very little to do with you and everything to do with them.”
Walker: “People are comfortable staying where they are. If there Is no pain, chances are, the only reason they would change is if your product is significantly cheaper.”
Walker: “Learn their budget before you give your price. You have to know what their ready, willing, able to spend, where that money would come from, before you give your price.”
Walker: You get to choose. Not everybody deserves a proposal from you. Be skeptical that they’re ready and hold on to your proposals, don’t just give that s*** away. Because it will be used against you time and time again if they’re not ready to buy.
Where to find Walker:
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