Daniel Fazio delivers direct coaching advice about client qualification on sales calls. He outlines that sales calls should begin with discovery — assessing whether you can help the prospect — and says you must ask specific questions (e.g., revenue). If a prospect dodges such questions or treats them as ‘personal,’ Fazio’s stance is to reject them and not proceed.
The biggest mistake I see with so many of you guys, because I coach so many of you guys in client ascension. You are not qualifying your leads. And if we were to take it? Just a base structure of how a sales call is supposed to elapse in the first place. What occurs immediately upon a sales call? Beginning discovery. Can I even help you at all? You asking how much revenue do you make if they're gonna sit here and finagle, fuck around like, oh, well, that's a personal question. Done. No, can't work with you.
