164: How To Disqualify Prospects Who Aren't Ready To Buy

<p><strong>HIGHLIGHTS</strong></p><ul><li>Most people will not be ready to make a change </li><li>Make sure someone has a problem they want to solve </li><li>No pain, no personal impact, no sale</li><li>Don’t give your price out right away</li><li>Figure out their decision-making process</li></ul><p><strong>QUOTES</strong></p><p><strong>Walker</strong>: “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.”</p><p><strong>Walker</strong>: “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.”</p><p><strong>Walker</strong>: “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.”</p><p><strong>Walker</strong>: 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. </p><p>Where to find <strong>Walker</strong>:</p><ul><li><a href="https://www.linkedin.com/in/walkermckay/">LinkedIn</a></li><li><a href="https://twitter.com/walkermckay">Twitter</a></li><li><a href="https://www.instagram.com/nobssalesschool/">Instagram</a></li><li><a href="http://www.7salesmistakes.com/">Free training course</a></li><li><a href="https://www.walkermckay.com/">www.walkermckay.com</a></li></ul>