Customer Quote by David Sandler
““Selling is what takes place when you lead the prospect through a step by step process, each step of which may lead to the prospect’s disqualification and removal from the process. If you do not disqualify the prospect opportunity, the sale moves forward, and eventually culminates in the prospect making a buying decision.””
About This Quote
Source Book: The Sandler Selling System, 1990
Qualify prospects at each step; disqualification prevents wasted effort and leads to genuine decisions.
In simple terms: Screen prospects early to focus on real buyers.
Key Takeaway
Qualify, then sell.
Themes
sales
process
qualification
Mood
practical
strategic
Type
sales
training
When to use this quote
- B2B sales
- consultative selling
- training workshops
Key Concepts
prospect management
decision making
pipeline efficiency
Questions to Reflect On
- When is it okay to re‑engage a disqualified lead?
- How to balance thoroughness with speed?
A Different Perspective
Over‑qualification may lose potential customers.
![“The worldly [spiritual] science is methodic (kramic) in nature; one progresses “step by step”; one has to ascent one step at a time. Whereas this here, is Akram Vignan, a path of step-less spiritual science; it is a science that has arisen after 10 Lac (a million) years. In this path, one travels…” quote by Dada Bhagwan](https://sms4smile.com/quotes/img-quotes/78b/dada-bhagwan-31_akram-vignan_the-worldly-spiritual-science-is-methodi_1477.jpg)
![“Perhaps no order of mammals presents us with so extraordinary a series of gradations as this [step by step, from humans to apes to monkeys to lemurs] - leading us insensibly from the crown and summit of the animal creation down to creatures, from which there is but a step, as it seems, to the…” quote by Thomas Huxley](https://sms4smile.com/quotes/img-quotes/f0b/thomas-huxley-1183_animal_perhaps-no-order-of-mammals-presents-us_3051.jpg)
