A separate view scoring readiness. Signals are deliberately not phrased as questions to ask; half would be insulting out loud and the rest are read from behaviour. Some signals must be established early and sit above the pillars. Negative options are real and can sink a deal; a few options cap readiness outright, and a small number force the bottom grade.
Also called: qualification · is this a real deal · decision maker · readiness · sales signals
- 1Each signal states what the rep is judging, then offers options scored between minus three and plus three.
- 2Selecting an option shows its implication — what to do differently — rather than a number.
- 3Signals marked establish-early are pulled above the pillars, because until they are answered everything else is provisional.
- 4Signals with a damaging blunt form carry exact alternative phrasings.
- 5Blocker options cap readiness regardless of everything else; disqualifying options force grade D.
The module's rationale on phrasing is specific: '"Are you the decision maker?" is a status challenge and gets an inflated yes; "how do decisions like this usually get made here?" is a process question and gets the truth. Same information, opposite outcome.' And on options: 'a rep does not need to know they scored 62 — they need to know that "tried a tool and abandoned it" means leading with onboarding instead of features.'
- Qualification questions asked bluntly produce polite lies.
- A pure pain score sends reps at the loudest problem instead of the best deal.
- An unqualified deal consumed weeks before anyone noticed.
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