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Stop Selling, Start Qualifying
Most deals were dead at hello
Here’s the harsh truth: most deals never had a chance. Reps waste hours chasing prospects who were never going to buy, no matter how polished the pitch. Why? Because they start selling before they qualify.
Qualification isn’t a checklist it’s a filter. It’s how top reps separate the real opportunities from the mirages. When you qualify hard up front, you protect your time, sharpen your focus, and dramatically increase close rates. When you don’t, you end up with a bloated pipeline full of deals that look alive but are already dead.
Elite sellers know this: selling is easy once you’ve qualified correctly. The real skill isn’t convincing it’s selecting. The best reps don’t try to make every prospect fit. They find the ones who do and double down.
Action Steps: Qualify Like a Killer
Lead With Questions, Not Pitch – Skip the monologue. Start with discovery and make them earn your time.
Test for Budget Early – Don’t dance around it. No money, no deal. Period.
Lock in Authority – If you’re not talking to the decision-maker, you’re wasting cycles.
Probe for Urgency – “Someday” isn’t a pipeline stage. Real opportunities move now.
Walk Away Fast – The power move isn’t chasing it’s cutting loose the unqualified and focusing on the winnable.
Stop trying to sell your way into bad deals. Start qualifying your way into great ones. Because the truth is simple: most deals die at hello. Your job is to spot it and move on.
