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Powerful Sales Tactic: Disqualification 
Michael Halper 
Sales Prospecting 101
What is Disqualification 
• To doubt or question the fit or potential to move 
forward 
• The exact opposite of trying to sell something to the 
prospect. 
• Examples: 
– It sounds like you guys are doing pretty good over there. 
– Maybe this is not the best time to make this purchase? 
– Maybe this is something that you do not have time for 
right now? 
– This purchase might be more than what you need right 
now. 
• Also referred to as a “The Takeaway”
Three Potential Reactions 
1. No reaction 
2. Confirms disqualification 
3. Challenges disqualification
The Power in Disqualification 
The exact opposite of what 90% of other sales people do 100% 
percent of the time 
• Improve Rapport 
• Improve Credibility 
• Improve Quality of Leads 
• Improve deal momentum 
• Uncover new information 
• Improve close rate
When to Disqualify 
• Position #1 – Positive 
– Prospect is clearly demonstrating interest 
– Returning calls, providing information, verbally communicating interest 
• Position #2 – Negative 
– Prospect is demonstrating a lack of interest 
– Not returning calls, not providing information, not available, verbally 
communicating a lack of interest 
• Position #3 – Neutral 
– Prospect is indifferent or on the fence 
– Prospect is not confirming lack of interest 
– Optimum time for disqualifying
When to Not Use Disqualification 
1. For impulse purchases 
2. For transactional purchases
Demonstration 
Scenario – Car shopper that has stalled 
1.Option 1 – Do nothing 
2.Option 2 – Sell more 
3.Option 3 - Disqualify
Examples Explained 
It sounds like you guys are doing pretty good over there. 
• When to use 
– No Pain 
– Current arrangement is really good 
• Potential answers: 
– Yes, actually we are doing pretty good and probably don’t really anything. 
– Well, we did not really discuss _________.
Examples Explained 
Maybe this is not the best time to make this purchase? 
• When to use 
– No urgency 
• Potential answers: 
– Well, we probably will not do something this year. 
– Yes, this is something that we need now.
Examples Explained 
Maybe this is something that you do not have time for right now? 
• When to use 
– Not responding to calls, emails, voicemails, requests, etc. 
• Potential answers: 
– Yes, this is probably not a good time. 
– No, we do have time and need to get this done.
Examples Explained 
This might be more than what you need right now. 
• When to use 
– Not enough need or funding. 
• Potential answers: 
– Yes, it is probably overkill right now. 
– No, this is what we are looking for.
A Slight Disqualification 
• A quick statement to slightly disqualify the prospect 
• Differs from full disqualification in two ways 
1. Slightly softer in terms of doubt 
2. You are not waiting for the prospect to respond 
• Examples: 
– I don’t know if you are a good fit or not. 
– I don’t know if it makes sense to get together. 
– I don’t know if you need what we provide. 
– I don’t know if we can help you in the same way. 
– I don’t know if you are the right person to speak with. 
• Can decrease guardedness and create intrigue - great to use when cold calling or 
general conversations
Key Takeaways 
• Use disqualifying as a sales tactic when dealing with prospects that appear to have 
stalled in terms of forward movement 
• This can be extremely powerful creating rapport and trust with prospects 
• This will help you to clean up your pipeline and get deals to move forward 
• You can add a slight disqualification statements to decrease guardedness and create 
intrigue
www.salesscripter.com | info@salesscripter.com | 713-802-2026

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How to Perform the Perfect Takeaway

  • 1. Powerful Sales Tactic: Disqualification Michael Halper Sales Prospecting 101
  • 2. What is Disqualification • To doubt or question the fit or potential to move forward • The exact opposite of trying to sell something to the prospect. • Examples: – It sounds like you guys are doing pretty good over there. – Maybe this is not the best time to make this purchase? – Maybe this is something that you do not have time for right now? – This purchase might be more than what you need right now. • Also referred to as a “The Takeaway”
  • 3. Three Potential Reactions 1. No reaction 2. Confirms disqualification 3. Challenges disqualification
  • 4. The Power in Disqualification The exact opposite of what 90% of other sales people do 100% percent of the time • Improve Rapport • Improve Credibility • Improve Quality of Leads • Improve deal momentum • Uncover new information • Improve close rate
  • 5. When to Disqualify • Position #1 – Positive – Prospect is clearly demonstrating interest – Returning calls, providing information, verbally communicating interest • Position #2 – Negative – Prospect is demonstrating a lack of interest – Not returning calls, not providing information, not available, verbally communicating a lack of interest • Position #3 – Neutral – Prospect is indifferent or on the fence – Prospect is not confirming lack of interest – Optimum time for disqualifying
  • 6. When to Not Use Disqualification 1. For impulse purchases 2. For transactional purchases
  • 7. Demonstration Scenario – Car shopper that has stalled 1.Option 1 – Do nothing 2.Option 2 – Sell more 3.Option 3 - Disqualify
  • 8. Examples Explained It sounds like you guys are doing pretty good over there. • When to use – No Pain – Current arrangement is really good • Potential answers: – Yes, actually we are doing pretty good and probably don’t really anything. – Well, we did not really discuss _________.
  • 9. Examples Explained Maybe this is not the best time to make this purchase? • When to use – No urgency • Potential answers: – Well, we probably will not do something this year. – Yes, this is something that we need now.
  • 10. Examples Explained Maybe this is something that you do not have time for right now? • When to use – Not responding to calls, emails, voicemails, requests, etc. • Potential answers: – Yes, this is probably not a good time. – No, we do have time and need to get this done.
  • 11. Examples Explained This might be more than what you need right now. • When to use – Not enough need or funding. • Potential answers: – Yes, it is probably overkill right now. – No, this is what we are looking for.
  • 12. A Slight Disqualification • A quick statement to slightly disqualify the prospect • Differs from full disqualification in two ways 1. Slightly softer in terms of doubt 2. You are not waiting for the prospect to respond • Examples: – I don’t know if you are a good fit or not. – I don’t know if it makes sense to get together. – I don’t know if you need what we provide. – I don’t know if we can help you in the same way. – I don’t know if you are the right person to speak with. • Can decrease guardedness and create intrigue - great to use when cold calling or general conversations
  • 13. Key Takeaways • Use disqualifying as a sales tactic when dealing with prospects that appear to have stalled in terms of forward movement • This can be extremely powerful creating rapport and trust with prospects • This will help you to clean up your pipeline and get deals to move forward • You can add a slight disqualification statements to decrease guardedness and create intrigue