Qualifying Prospects Rail Diagram Tool

Qualify prospects using an objective technique to minimize biases.

Using the Rail Diagram technique, this tool compares a Future Prospect’s characteristics with an Ideal Customer’s predetermined characteristics.  The comparison can help determine if pursuing the Future Prospect will likely result in a sale.  As described in article 5.030302, “Unqualify Fast,” the goal is to “flush” the sales funnel” as opposed to “filling” the sales funnel to save time and energy.  With the variances identified, a more thoughtful decision can be made about the tactics to pursue.  This Excel™ file uses Macros and cannot be viewed on the site but can be downloaded.