You have just walked out of the office of a potential new major customer that you have anxiously been waiting to meet with for weeks and again, you realize you have no idea what is going to happen next as a result of your meeting. Worse yet, you again “spilled all your beans” by telling the potential client how they should solve their problems, hoping that they will LET YOU help them by throwing some business your way. You tell yourself, “I think I’ll get some business here because I know they liked me!” Sound familiar?

Selling is Truly a DIS-qualification Process!

Most seasoned sales professionals will tell you that effective selling is essentially a customer DISqualification process. You systematically define whether any given targeted customer justifies the time and cost of further pursuit. You must clearly define if your potential customer clearly understands and sincerely appreciates the value of your product or service offerings to a level of justification that they can, and will, make a reasonable purchase commitment to you. If they cannot or will not, they do not qualify! Don’t waste your time, move on!

This potential customer disqualification process is best implemented via a straightforward, “2 and