Don't Be An Unpaid Consultant - Sales Influence Podcast - SIP 605

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Prospect Qualification Framework

Use the BANT model (Budget, Authority, Need, Timing) to qualify prospects upfront by asking direct questions like "When do you plan to make a decision?" to confirm you're engaging with a legitimate buyer who possesses both resources and authority to commit.

Information Protection Strategy

Protect your expertise from information hunters by discussing only the what and why of your solution while withholding the how until a formal proposal is presented, preventing prospects from extracting your insights to leverage better deals with competitors.
Recognize red flags when prospects repeatedly request additional information, case studies, or meeting summaries—these behaviors indicate they're gathering intelligence rather than preparing to make a buying decision.

Buyer Engagement Assessment

Evaluate buying signals beyond verbal questions by monitoring the prospect's tone of voice, body language (in face-to-face meetings), and overall engagement level to distinguish serious buyers from time-wasters.

Cost of Poor Qualification

Unqualified prospects consume hours through meetings and travel without purchasing, transforming salespeople into unpaid consultants who surrender their time, knowledge, and best pricing to buyers with no purchase intention who use this intelligence for vendor negotiations.

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