Forecast Fallacy 4: The Best Qualification Methodology

hi it's Joelle and the sales and marketing curveball we're going to address today is the fantasy forecast fallacy that there is a best qualification methodology there's not there are lots of qualification methodologies the best thing is ensuring everyone's using the same one with the same definitions and knows how to use it so bant bant is nice and simple everybody knows it budget Authority need timing great uh but it does leave out a bunch of information that medic fills in what are the metrics they care about what is the decision criteria and the process now medic leaves out things that Med pic adds in right who's your competition right um what's the paper process problem with adding on to your qualification is your prospect may feel like they're part of an interrogation so you cannot train your people to be constantly peppering people with questions they have to be listening and asking one or two questions that give them a lot of answers and by the way you can do it yourself and create your own qualification criteria if you know what you're looking for all right that's it for today if you want to fix your fantasy forecast fallacies There's the link