Don't Be An Unpaid Consultant - Sales Influence Podcast - SIP 605

<h3>Prospect Qualification Framework</h3> <ol> <li>Use the <strong>BANT model</strong> (<strong>Budget, Authority, Need, Timing</strong>) to qualify prospects upfront by asking direct questions like "When do you plan to make a decision?" to confirm you're engaging with a legitimate buyer who possesses both resources and authority to commit.</li> </ol> <h3>Information Protection Strategy</h3> <ol> <li>Protect your expertise from information hunters by discussing only the what and why of your solution while withholding the how until a formal proposal is presented, preventing prospects from extracting your insights to leverage better deals with competitors.<br /> <br /></li> <li>Recognize red flags when prospects repeatedly request additional information, case studies, or meeting summaries—these behaviors indicate they're gathering intelligence rather than preparing to make a buying decision.</li> </ol> <h3>Buyer Engagement Assessment</h3> <ol> <li>Evaluate buying signals beyond verbal qu...