list of 5 disqualification and 5 winback reasons

[PMgoUrban]

Can anyone suggest a list of 5 disqualification and 5 winback reasons that Sales people should fill out (for data analytics) - they only fill out 1 reasons of course, if they move deals to these stages.

[elizheleva · Accepted solution]

Hi @PMgoUrban ,

For the disqualification reasons, I'd say:

• Bad timing
• No budget
• Project cancelled
• Not right company size
• No authority

When you say winback reasons though, is that for lapsed/previous customers or for re-engaged contacts that you were talking to before, then disappeared and you re-engaged and then closed?

I hope this helps,

Eli

[DChesnick]

Most of our products are essential industrial commodities so, timing really isn't a factor in our world (it typically more of an excuse anyway). We boil wins/losses down into these basic reasons:

1. Price (self explanitory)
2. Features (the need a specific feature or specification)
3. Availability (our lead time is/isn't better that the competition
4. Relationship (whose got the better one) <— new decision maker would fall here

good luck.

[elizheleva · Accepted solution]

Hi @PMgoUrban ,

For the disqualification reasons, I'd say:

• Bad timing
• No budget
• Project cancelled
• Not right company size
• No authority

When you say winback reasons though, is that for lapsed/previous customers or for re-engaged contacts that you were talking to before, then disappeared and you re-engaged and then closed?

I hope this helps,

Eli

[Nsantos]

1. Was disqualified too soon.
2. Was disqualified for the wrong reason.
3. We are now able to meet their pricing/offer a discount (see BANT framework).
4. We are now able to offer new features/solve their pain (see BANT framework).
5. There is a new decision maker or market conditions have changed favorably (see BANT framework).

[Nsantos]

1. Was disqualified too soon.
2. Was disqualified for the wrong reason.
3. We are now able to meet their pricing/offer a discount (see BANT framework).
4. We are now able to offer new features/solve their pain (see BANT framework).
5. There is a new decision maker or market conditions have changed favorably (see BANT framework).

1. Was disqualified too soon.
2. Was disqualified for the wrong reason.
3. We are now able to meet their pricing/offer a discount (see BANT framework).
4. We are now able to offer new features/solve their pain (see BANT framework).
5. There is a new decision maker or market conditions have changed favorably (see BANT framework).

[Nsantos]

5 winbacks

-Dont be afraid to assk directly

-Let them know your rates

-Keep it friendly

-Find out the value to the client

-Built trust together

5 disqualification 

-Setting unrealistic budgetting goals

-Not being strategic 

-Underestimate ongoing cost

-Setting wrong prices

-Imparting unrealistic needs

[PMgoUrban]

Hi Eli,

Thanks for getting back to me.

Ie winback, it's for both lapsed/previous customers or for re-engaged contacts that we were talking to before, then disappeared and we re-engaged and then closed

[Nsantos]

1. Wrong type of prospect (The Shopper, The snail, The Hide-and-Seeker, The Stacked Deck, The Criminal).
2. Does not meet SPICED criteria (esp PAIN).
3. Does not meet BANT framework criteria.
4. Bad timing, no budget, project cancelled due to changing market conditions.
5. No authority from decision maker(s) or from investors.   

1. Was disqualified too soon.
2. Was disqualified for the wrong reason.
3. We are now able to meet their pricing/offer a discount (see BANT framework).
4. We are now able to offer new features/solve their pain (see BANT framework).
5. There is a new decision maker or market conditions have changed favorably (see BANT framework).

[elizheleva · Accepted solution]

In that case, I would say:

• Pricing
• Discount
• New features
• New decision maker in the client's company
• Right timing (in case the reason for the first "no" was bad timing, maybe now it's time)

I hope that helps 🙂

Eli

[Nsantos]

5 disqualifications 

-Unplan answers to the customer

-being rude to the customer

-setting unrealistic expecttaions

-forgetting to build trust with the customer

-Not being strategic

5 winbcks

-Introduce the benifits they might have

- Show them that they will not regret their decisions

- Set proper expectations with the customer

- Tell them how cheap the item at this time wherein they can benifit purchasing now use the quote "It's now or never"

[Nsantos]

5 win back reasons 

- AskClarification

-Explaine what's going to happen next 

-Be Honest

-Reframe "No" using positive language

-Make customer feel heard.

5 Disqualifications

-Refraine from stuttering

-Confusing the customer

-Indirect information that might lead the customer to not be interested

- Unplanned call/email

Improper construction of information

[PMgoUrban]

That's fantastic, thank you!

I've incorporated your suggestion in my proposal to my Sales team.

Here's what it looks like.

Disqualification criteria

1. Wrong type of prospect (The Shopper, The snail, The Hide-and-Seeker, The Stacked Deck, The Criminal).
2. Does not meet SPICED criteria (esp PAIN).
3. Does not meet BANT framework criteria.
4. Bad timing, no budget, project cancelled due to changing market conditions.
5. No authority from decision maker(s) or from investors.   

Winback criteria

1. Was disqualified too soon.
2. Was disqualified for the wrong reason.
3. We are now able to meet their pricing/offer a discount (see BANT framework).
4. We are now able to offer new features/solve their pain (see BANT framework).
5. There is a new decision maker or market conditions have changed favorably (see BANT framework).

Potential additional criteria to be studied: 

1. Can they be enrolled into Winback workflow?

Budget - How much is the prospect willing and able to spend on your solution?

Authority - Who is the authority figure in this sale? Who makes the ultimate decision?

Need - Does the prospect have a true need for my product? Is this a universal need on the team?

Timeline - How much time will the prospect need to make a purchasing decision?