Gilbo openly tells prospects when he thinks the cost of his pricing software would exceed the value they would get. Listen
If he doesn't think QuickLizard can help, he may take one more meeting and then tell the prospect directly. His disqualifiers are low complexity, selling only a few SKUs, insufficient revenue, or not having the team in place. He frames this as being open, honest and not pushy.
“either they're not complex enough or sometimes they only sell a few SKUs or their revenues not enough. They don't have the team in place. I'll just be honest with them that there's a gap for what I think the cost versus the value would return.”
Listen to the episode Episode Sales process & deals Link to this
From Is Your Business Healthy? Your Pricing May Have the Answer with John Gilbo.