Stop Getting Called In on Deals You Can't Win

What if your team had to answer seven questions before they were allowed to pull you into a deal? Bill shares the exact qualification checklist he built for a high-performing rep who kept getting called in to "close the heavy" — so she only shows up on deals actually worth her time.

You'll learn the seven things Bill has his client's team confirm before she'll agree to join a sales call: what the real problem is (in the prospect's own words), what it's costing them if it doesn't get solved, who actually owns the decision, what the buying process looks like, why the deal is happening now, whether the prospect is genuinely willing to invest, and what they've already tried that didn't work.

This isn't just for people who get "called in" — it's a gut-check list for any frontline seller who wants to stop spending time on deals that were never going to close.

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Have a question for Bill or a topic you'd like him to discuss in a future episode? Email him at listener@caskeytraining.com.

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