How to Qualify Your Buyers

Most of the people that you speak to are not qualified to do business with you. You've got to give up on these prospects and nurture them until they are qualified. Are they in pain? Is the issue actually painful for them? What is their timeline? Do they want to get a deal done today, this quarter, 20 years from now? Are they a good fit for what you're selling? Can you actually fix this buyer's problem? Does the return of the solution outweigh the difficulties?