Most people claim a sale as badly qualified, but works behind the scenes is something entirely different. From what I have seen, in retrospection it is easy to say the failure is because of improper qualification/quantification. Except for few out-liers, most people will never disclose the budget and so the sales person has to go with guesstimates or gut-feel numbers. There is no way to get a number to qualify/quantify. This makes it look improper qualification in hindsight where-as it will not appear so in day-to-day scenarios. With no knowledge on numbers and mounted with pressure to close the deal, the only window left is to show the money-advantage to customer. I would believe that if a sales person is negotiating then it shows the product is not highly rated by the customer and alternatives are available for customer. If the product is the best, any sales person would stick to his stance on price and would not start negotiation.
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