You now have a list of deals, scored for the different questions.
Add up the score for each of them, divide it by 6, and add the number in the final column.
Here’s where it comes time to make courageous decision:
Every buyer that scores 5 or higher: Out with them.
Yes it’s scary to drop buyers, but you’ll have so much more mental space to work on better deals, it’s worth it.
And once you’re done with that, pick one of the deals that are worth your time, and ask yourself:
What needs to happen, for this deal to move forward or close?