Let’s be honest – sales can be exhausting when you’re chasing people who were never going to buy in the first place.
I see this all the time: business owners wasting hours on site visits, writing up proposals, doing discovery calls with leads who are unqualified from the start. Not because those people are “bad” leads or wasting time on purpose… they’re just not ready. Or not motivated. Or simply not the right fit.
The trick is knowing how to spot that early – within minutes, if possible. And the best salespeople? They’re world-class at one thing: spotting people who are ready to take action.
There are three key goals you must nail in any early inquiry, whether it’s a phone call, a Messenger chat, or a coffee meeting. Hit these, and you’ll know if someone is worth investing your time and energy in.
Goal #1: Get them to articulate a real problem
This part is not about you telling them what you think their problem is. You need to create space for them to tell you what’s going on – out loud. You want to hear their frustration, their urgency, their why.
It’s simple but powerful. If they can’t articulate a pain point, or they just say something vague like “I’m just looking around,” that’s a red flag.
You want specifics. You want emotion. That’s the first sign you’re speaking to someone who’s actually thinking about change.
Goal #2: Understand why now?
Uncovering a problem is only half the battle. People can have problems for years and still not be ready to fix them (we all know someone with an overgrown garden or gym membership collecting dust).
You need to hear why this person wants to fix their issue now. What’s changed? Why is this important today, not next quarter?
Ask them directly: “Why now?” or “Why is this a priority for you at the moment?” If they can’t answer that, it’s not urgent for them and you’re likely wasting your time.
Goal #3: Confirm that they believe you can help
You can have a perfectly qualified lead who’s ready to act, but if they don’t think you are the right person to help them, they’re going to take your info and shop around for the cheapest quote.
So, before you invest in quoting, proposing, or sending follow-up emails for the next six months, ask: “Do you believe we can help you solve this?”
Better yet, follow it up with: “Why do you think we’re the right fit for this?”
That question not only gives you insight into how they perceive your value, it also cements it for them. They have to say it out loud, which makes it real.
These three checkpoints are your foundation. If you get all three: problem, motivation, and belief, you’re likely talking to someone worth progressing.
Will you convert every one of them? No. But you’ll be investing in the right people, which increases your conversion rate and frees you from chasing the wrong ones.
And for the ones you disqualify? Have a kind, respectful way to send them in a better direction. Something like:
“Hey, based on what you’ve shared, I think you’d be better served going here instead. Our minimum engagement starts at [X], and it sounds like that might be more than what you were expecting. But this [referral/resource] could be a better fit for now.”
You’re not rejecting them, you’re helping them. And you’re protecting your time.
Start using this filter in your sales convos, and your pipeline will fill with clients who are ready, motivated, and trust you to help them.
Want a 15-minute review of your current sales process to spot where you’re leaking deals? Contact me on 0414 91 3334.
Let’s turn your pipeline from wishful thinking into consistent conversions.
