In sales we are often taught to WIN a deal at all costs and never take NO for an answer. I have found that while this approach can certainly help us develop thick skin and persistence, which are essential in sales, you also need to know when to walk away.

If we are spending a good chunk of our time chasing after unqualified customers who have no interest in buying or working with us, then we are not only wasting our time and theirs but we are also missing out on working with qualified clients who are willing and ready to do business.

Today I share tips on how to disqualify deals early on in the sales cycle using the ATM (authority, time, and money) qualifying method.