Guest Bob Kosics presents a simplified qualification framework focusing on three critical questions to determine if a deal will close on schedule: Why is the customer buying at all? Why are they buying from you specifically? And why must they buy right now?

Instead of offering a fake, expiring discount to create urgency, frame it as a payment for predictability. Tell the prospect you will pay them a discount in exchange for mutually aligning on a specific close date, which helps you forecast accurately. This turns a sales tactic into a valuable business exchange.

Acknowledge that prospects are evaluating competitors. Instead of fearing this, proactively schedule a follow-up call specifically to help them compare your solution against others. This builds trust, positions you as an advisor, and keeps you in control of the sales cycle.

When stacking value in an offer, don't just add random bonuses. Strategically design each bonus to address a specific, predictable customer objection, such as 'I don't have time' or 'This seems too complex.' This transforms value-stacking from a generic tactic into a precise conversion tool.

When a prospect doesn't respond, don't default to thinking they're ignoring you. Instead, assume they are extremely busy and your message was lost in the noise. This mindset encourages persistent, multi-channel follow-up rather than premature disqualification.

Before investing time to create a perfect offer, secure a conditional commitment by asking, 'If I can deliver on these specific things we've discussed, do we have a deal?' This tactic prevents the prospect from backing out to 'think about it' and ensures your efforts are aligned with a committed buyer.

Reframe voicemails not as a request for a callback, but as a strategic preview for your next action, like an email or text. This guides the prospect to an easier response channel and makes the multi-touch sequence feel more cohesive and intentional.

Don't measure deal progress by the number of meetings held. Instead, define specific exit criteria for each sales stage. A deal only moves forward when the prospect meets these criteria, which can happen with or without a live meeting. This reframes velocity around outcomes, not activities.

Instead of a direct "just following up" message, tag your prospect in a relevant industry post on LinkedIn. This provides value, gives them visibility, and serves as a subtle reminder, positioning you as a helpful resource rather than a persistent seller.