2.3. Art Of Qualifying

The Art of Qualifying

Understanding Qualification

• Qualification is defined as the criteria used by a prospector to determine if a potential customer or lead should progress in the sales process.

• The goal of qualification is to gather data and assess whether someone has the potential to become a customer, focusing on their needs and financial capability.

• Effective qualification can improve closing rates; however, overqualifying may limit opportunities for business growth.

Types of Qualification

Financial Qualification

• Financial qualification assesses whether a prospect has the monetary means to afford a solution. If they cannot purchase, they are not qualified.

• An example given is that speaking with someone who lacks financial resources (e.g., a child without money) indicates they are not financially qualified.

Problem/Desire Qualification

• This type evaluates if prospects have the desire to solve their problems or achieve results that your product provides.

• Desire often outweighs financial capacity; those with strong motivation will find ways to fund solutions for their problems.

Importance of Asking Questions

• It’s crucial not to shy away from asking hard questions about qualifications; setting unqualified leads wastes time and resources.

• Avoid making assumptions based on vague statements about finances; always seek concrete data regarding prospects' financial situations.

Data Over Assumptions