How to Effectively Qualify Prospects

Sales Prospecting 101

Michael Halper

What is Qualifying

• Assessing prospects in two areas:1. How well they fit with what you have to offer

2. How likely they will be to purchase

• Performed two ways– Researching the prospect

– Asking good questions

Why Qualifying is Critical

Time is Limited and Valuable•Only 40 hours in the week•Need to spend time prospects that have a high probability to purchase

Control is Limited•You can’t control prospects you talk to •You can control which prospects you talk to•Improves deal and pipeline management

Knowledge is Power•Uncovers pain•Produces better leads

Relationships are Key•Makes a better impression•Decreases prospect’s guard•Makes sales activities more conversational•Builds rapport

Qualified Prospect vs. Unqualified Prospect

Qualified Prospect

Need to Purchase

Authority to Purchase

Ability to Purchase

Intent to Purchase

Unqualified Prospect

No Need to Purchase

No Authority to Purchase

No Ability to Purchase

No Intent to Purchase

Needs to be medium to strong in all Can have any of the following

There are 26 minutes and 15 slides remaining in this training module.

You can watch the remainder of this as well as the rest of our Sales Prospecting 101 training

modules inside SalesScripter for no cost with a Pro subscription.

• Sales Messaging Workshop• How to Communicate Value to Build Interest• How to Use Prospect Pain to Generate Leads• Focusing on the Ideal Prospect• How to Effectively Qualify Prospects• How to Deal with Prospect Objections• How to Get Around the Gatekeeper• Building Rapport, Interest, and Credibility• Lead GenerationTools and Processes• Improving Your Ability to Connect with Prospects• Improving Your Mental Strength and Frame of Mind• How to Effectively Manage Sales Cycles• How to Manage Prospect Meetings• How to Get Prospects to Say “Yes” by Disqualifying Them• Improving Your Close Rate• How to Build Email Drip Campaigns

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