Qualifying a prospect’s services should be a successful process or complicated depending on how well you can close the deal.
Finding the most suitable fit in a business relationship can go both directions regarding qualified sales lead and receiving a higher return.
How would you qualify a sales prospect and gain and create their trust? Here are some tips for moving you ahead on that journey.
Sales qualification specific questions
1.What is your industry?
A simple question to ask but not every niche is going to be your forte. It’s a better idea to specialise in a concept and build upon that, especially when it comes to being honest about who will be your ideal customer profile.
2.Why are you here seeking help?
It sounds a little silly, but it makes sense to fully understand why the prospects are making this decision to seek help; if it’s a significant life change or event, it could push the need for the service right away.
3.What are the challenges that are standing in your way?
To fully recognise the prospect and problems they face with their company, take the time and initiate a consultation to deliberate on the issues that may involve the business as a whole or the individuals higher up within the establishment.
4.What is a typical day at your business?
Understanding how your prospect works and whether or not they are organised and have a good grasp of their business’s future is imperative. Sitting down with someone who has long term goals and aspirations for their business is critical. In addition, it helps you as a salesperson to have a sense of whether they are or are not adapted in business.
5.How can my company help you? What results are you expecting?
This question is quintessential regarding setting an “even playing field” and active listening, including being proactive in asking the right questions at the appropriate moment.
It is vital to discovering who they are. Gaining valuable information, for example, revenue expectations or SEO improvement will help you focus your skills on selling and closing the deal with an excellent pitch.
A clear decision on the results they expect should be discussed and presented in a realistic and fact-driven manner.
6.Who manages the budget?
This question opens the door to further see within the company’s dynamic or hierarchy to see who the decision-maker is; the salesperson understands who should be included in the conversation.
A direct conversation should entail the budgeting for this service and detailed documentation provided by your company.
Secondly, have there been similar services performed in the past, and are they ready to continue or begin the services?
7.Do you have a time frame for the solution’s completion?
The scheduling process is essential for the salesperson to begin booking the services as soon as possible. Having a date set demonstrates there are available solutions in place to fix.
A sales transaction should advance; it’s beneficial for both parties to have the prospect secured and ready for the next phase of the service before that happens. An agreement on spending for the solution is a negotiation; once you know the goals, the salesperson must set a clear path on why it’s vital to spend X amount for their company.
A few notes
Qualifying questions set the groundwork for the sales process and help you understand better if you can be of service.
There are roadblocks and challenges; however, if you ask the right questions, a strategy has the opportunity to be successful.
The transaction should not be about you putting in all the work; if the prospect is unwilling to roll up their sleeves and push this project forward to obtain the best results.
Amidst every sales interaction, the prospect has the ball in their court, and they can move forward with a winning hand.
Lastly, be aware of any situations that may seem too good; if there are too many issues, it’s a possibility that this sales deal is not meant for you.
Just as prospects have to pursue you for services, you have to do the same for a successful outcome and business model.