For others, however, the path isn't so immediately obvious. That's where sales qualification comes in. By asking the right questions, you'll be able to determine whether the relationship should continue and, if so, what the appropriate next steps are.
With this guide you will learn how to qualify a sales prospect with these five strategies that we have for you.
What is a qualified prospect?
A discovery call is where you can do most administration directors email lists of your qualifying. However, it is not where qualifying begins or ends.
A qualifying question helps the salesperson determine if their prospect fits a criterion. That could be need, budget, authority, sense of urgency, or another factor.
A good qualifying question is usually open-ended, as it allows prospects to provide a more honest and revealing response.
At each step of the sales process, increasingly specific characteristics will be evaluated. Before teaching you how to qualify a sales prospect , we will mention the three levels at which you should evaluate your prospects:
Organizational level rating
This is the most basic level of qualification. All it tells you is that you need to do more research. Use your current customers as a reference when qualifying a prospect.
The questions you need to answer at this stage are:
Is the prospect located in your territory?
What is the size of the company?
Does the account fit your company's buyer persona?
Opportunity Level Rating
Opportunity Level Rating was probably the first thing that came to mind when you started reading this article.
Opportunity level sales qualification is where you determine if your prospect has a specific need or challenge that you can meet and if it is feasible for them to implement your particular product or service.
The other half of a good buyer persona, opportunity level characteristics give insight into whether a prospect could benefit from your offer.
Stakeholder level rating
Let's say you've determined that your prospect's company is a good fit and fits your ideal customer's personality.
