FormerStartupJobHopper

AE

Valued Contributor

Disqualifying prospects who don't want to hear it

I work for a large company and our new logo team is split into about 2/3 outbounders and 1/3 senior/tenured inbounders. I'm on the inbound side and have been for a couple years. I generally am a top 5 performer out of about 35 reps and have a pretty decent process I think.

One reason I believe I do well is I am protective of my time. The nature of our business and pricing is such that we get a lot of people reaching out who are not qualified/don't expect our products to cost as much as they do. I think I have a good instinct for who is serious and who will never buy and is not worth spending the time on (ie volumes are way too low for ROI, they are a brand new one man show/pre revenue, etc).

I probably disqualify as many leads as I accept. Most of them accept the disqualification and are ultimately glad I did it and saved us both time. There are a minority of people though, usually more adversarial and high maintenance personalities, who refuse my DQ and insist on continuing to chat and moving forward with a demo. A high rate of them no show wasting 30-45 minutes of my day, and the ones that do show I was correct that we're not a fit probably 95% of the time or more.

If I owned a business I'd probably straight up (but politely) refuse meetings with people that I know are not qualified even if they say they are. I probably can't do that as an employee . Does anyone else run into inbound leads refusing your disqual and having to sink time even though you know they'll never buy? Any way to combat this? I'm thinking it's just something I have to accept because I am pretty assertive other than straight up refusing to continue talking/booking a demo when they insist, but curious to hear thoughts.

☑️ Qualification Calls

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7 comments

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Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Of the ones who are refusing to be disqualified on price (how DARE you?!?), what level do they tend to be? My thinking is to require the budget owner or high-level exec, to come to the next discovery call. If they won't do that, they don't get the demo. Hardball, but a good way to not waste your time or theirs.

FormerStartupJobHopper

Tycoon

0

AE

I'd say it's 3/4 owners/partners in very small businesses who technically could make the decision but I know won't spend the amount of money required, and maybe 1/4 low level people who are tire kicking. Good thought on requiring their boss for the next call for that portion.

AnchorPoint

Politicker

2

Business Coach

CONGRATULATIONS! You are mastering a skill that most fail to even try. Time is your most valuable asset! Disqualifying is as important as Qualifying -- often MORE IMPORTANT. Keep it going brother.

Diablo

Politicker

2

Sr. AE

I pretty much agree with you but I also feel it’s worth not refusing a meeting unless you have a confirmed answer that the person will not buy. No show will be a part of process always :)

0

Mgr.Sales Readiness Programs

You are on the inbound team if i read the post correctly. right? meaning folks are calling in or visiting your website for hence you capture them to take that conversation somewhere? knowing that information can guide in the right direction. Just for example- if i am in need of logo services, only then I as consumer would start looking around for information online or call someone for further information. In our world, I would start off by asking what made them pick up the phone in first place? May be its project or an offering you may not even handle or offer or might be right up your alley. once you had a bit more information, you could take the next step of offering a demo or closing the lead out as lost if they not qualified. Also, you may not have been able to help them this time, but it does not rule out if they have something for you in future. Planting seeds and using your time asset a bit more wisely. You can always learn something from each conversation for the next one. Hope that helps.

Maximas

Tycoon

0

Senior Sales Executive

I'm having the same exact way of thinking as you.
I would push on a timeline to have a final Y/N on closing the deal, which they'll probably decline and get their case closed right when it started.
Just don't waste your time with those people and as much as you can once realizing that you're speaking to one of em try to compress all of the needed information anyone needs to know including both Company's and Product's info as soon as you can only at one call the first call.
And finally try to go smarty and let that big NO come out of their mouths before taking it anything further by asking any disqualifying question especially the ones related to Finance.

LeadMachine

Opinionated

0

Sr. BDR

This is our plight in sales. Doesn't always feel good. Maybe start press ir demo with feature or appointment that's a complete no win for the prospect. Maybe they will end call early giving you back some time. Especially if you can get theor boss on the call. They see it's a non starter.

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