Disqualification with Confidence

PROGRAM DESCRIPTION

Join Sales Assembly and Jon Rydberg for Disqualification with Confidence, part of the Qualification certification.

Sellers learn when and how to exit deals that are unlikely to convert. Includes language for professional disengagement, how to preserve future opportunity, and how to free up time to focus on high-probability prospects. Helps reps gain confidence in saying no, while maintaining credibility and respect.

WHAT YOU’LL WALK AWAY WITH

• Opinion vs. evidence: score deals on what the buyer has done, not what they said.
• Disqualifying is a skill: qualifying out protects the time that wins your real deals.
• Four failure points: no economic buyer access, a coach instead of a champion, pain without a number, and silence.
• Pain without a number is just a complaint: quantify the cost of doing nothing and tie it to a deadline.
• The force-clarity talk: five steps to drive a stalled deal to a clean yes or no.
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

102 attended ◦ 4.56/5 average rating

“I liked the “forcing clarity” section. Good, practical advice for finding out where things stand.” Territory Sales Representative

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.