What’s the difference between qualifying and disqualifying and how’s it accomplished? I’m assuming we’re talking about someone who might be interested in what you have to offer.
It’s all in the mindset. Qualifying implies that the salesperson is looking to “qualify” the prospect as someone they might try to sell to. In this case the sales person is the one doing the selling. Disqualifying is just the opposite. The sales person is looking for every reason to stop the selling process. This makes the prospect the one that has to sell the salesperson on continuing the sales process.
The way it is accomplished is called going for the “NO”. This is accomplished by following a systematic process, which the salesperson controls, and which the prospect must be willing to submit. If the prospect fails to follow the process, or fights the salesperson for control of the process or refuses to answer the salespersons questions then the salesperson disqualifies them. The smart sales person know that at any given time only about 5 – 10 percent of the people they talk to will end up becoming a client. They don’t fight this. They just learn to “cull” people quickly and move on.
Before I was introduced to the New School Selling philosophy I was one of the ones that tried to qualify a prospect. And when I did I thought it was another great sales day even though they may never buy; and they usually didn’t. Now I try to disqualify and get the “No” as soon as possible so I can move on to the ones that will buy. This turn around in approach also has me more as ease when I talk to prospects since I don’t fear the No I look for it and move on.
Thanks for helping me get my head on straight.