The JustSell.com guys put out a helpful, quick-read daily newsletter that I recommend salespeople and managers subscribe to. The quotes are poignant and their free resources are extensive. Their salestools section is overflowing with great tools.
Today’s newsletter directs us to their Sales Glossary. I have to admit, I was stuck on the site for quite some time. Here’s the first (and most important) sales term I searched:
qualify
to determine the purchasing potential of a suspect, prospect or customer
I love it. That definition cuts to the quick of qualifying. The next one I searched:
disqualify
to determine the purchasing potential of a prospect or customer as unlikely and therefore a poor use of sales time (see qualify)
By now you can see where I was going with this pattern. As an aside, being a good qualifier means that you are truly a good disqualifier – a task many salespeople avoid since it means they have to find a new prospect.
The glossary is quite extensive and well worth the time to explore. The definition for “yes” is worth the visit alone.