What Would Lu Do?: Are You Disqualifying Leads Too Soon?

Episode 1230 of A Well-Designed Business®

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1230: What Would Lu Do?: Are You Disqualifying Leads Too Soon?

Today With LuAnn Nigara:

Qualifying leads is good business. But the qualification strategy that makes sense when your interior design firm is booked several months out may not make sense when your pipeline has room or your sales skills still need strengthening.

In this What Would Lu Do episode, LuAnn challenges you to look at whether your qualification process reflects the business you actually have today. Because there is an important difference between knowing a prospect isn’t right for your firm and assuming they aren’t based on limited information.

Using lessons from more than 40 years of selling at Window Works, LuAnn explains why “not qualified in” is not the same as “qualified out,” and why an imperfect answer on an inquiry form may deserve another question before you make the decision.

You’ll also hear LuAnn’s distinction between sales practice and sales scrimmages. You can practice your questions, explain your services, and rehearse saying your fees. But a live prospect doesn’t know your script. That’s where you learn to listen, respond in real time, explain your value, talk about money, and confidently recognize when the answer really is no.

LuAnn also shares a practical 90-day assignment to help strengthen your discovery-call skills and asks one important question to consider the next time you’re tempted to immediately disqualify an inquiry:

Do I actually know that yet?

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