When to disqualify a prospect

Sales Interview Forum

 #1
Thomas
When to disqualify a prospect

Last week I was assigned to a sales office in a manufactured housing community. A buyer has to be approved/qualified to live in the community. I've been asking disqualifying questions almost immediately because there isn't any point in talking if they can't get in the park.

Do you think it's okay to ask these questions immediately or do you think they should be mixed in with the other questions we normally ask?

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 #2
AZBroker

Quote:
Originally Posted by Thomas
Do you think it's okay to ask these questions immediately or do you think they should be mixed in with the other questions we normally ask?
I think it's smart to ask DQ questions upfront.

 #3
susana

The buyers know they have to be approved, so I would think they'd expect the questions. With that in mind, ask the questions that most benefit you and what you want to know.

Susan

 #4
Thomas

Some of the people say they just want to see what's available in the community and don't know why I need to ask some of the questions I ask.

So far most of the people who gave me a hard time turned out to be the one who didn't qualify. Coincidence? Probably not.

 #5
SpeedRacer

What would do if you had 100 prospects in front of you but only 2 of those prospects were serious buyers who were going to buy that day. Wouldn't you want to get the DQ questions out of the way immediately?

 #6
WobblyBox

If they can't buy the sooner you find out the better. Spend your time in front of serious buyers and your bank account will love you for it.

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"Nil illegitimi carborundum"
 #7
Thomas

Quote:
Originally Posted by SpeedRacer
What would do if you had 100 prospects in front of you but only 2 of those prospects were serious buyers who were going to buy that day. Wouldn't you want to get the DQ questions out of the way immediately?
Yes I would. Your question reminds me of the Smokey and the Bandit song... We've got a long way to go and a short time to get there...

 #8
SalesGuy

Quote:
Originally Posted by WobblyBox
If they can't buy the sooner you find out the better. Spend your time in front of serious buyers...
I couldn't agree more.

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