As you make your discovery calls, you UAE Phone Number will encounter a critical decision point with each prospect: either continue nurturing the relationship or gracefully disengage. Failing to qualify your prospect before proceeding can lead to a waste of time.
15 Sales Qualifying Questions to Ask in 2024
Here are 15 sales qualifying questions that can help you figure out early on who deserves your time and effort, and why they work.
1. “How Did You Hear About Us?”
It’s a simple question that sounds more like a formality than a sales qualifier, but you can actually tell a lot about a prospect’s potential to buy based on how they found you.
For starters, their answer tells you the lead source, such as a Facebook ad, referral, or webinar. Whatever their answer, consider the quality of the source itself and, if possible, the source’s history of delivering qualified sales prospects. For example, someone who reached out based on a referral is more likely to convert than someone who clicked on a search ad.
Why it works: The lead source may indicate how well they know your brand, or how familiar they are with your products or services. Someone who attended a webinar knows at least a little something about what your company does, but someone who clicked on a Google ad may have no clue what makes you special.
Use the lead source to figure out the best way to move the conversation forward.
2. “Are You the Decision-Maker?”
Point blank, if the prospect can’t make the decision to buy from you, what’s the point of spending time trying to sell them?
In many cases, company leaders will delegate an assistant to start exploring options and collecting information. But if you can’t speak with the decision-maker themselves, they won’t get the full impact of what you shared with their assistant. And if you’re passed on to a decision-maker after speaking to an assistant, you’ll essentially be going through your entire sales process twice for the same company.
If you do speak with the decision-maker, keep in mind that there might be more than one. The good news is that 90% of the time, salespeople will only need to convince one person – the dominant influencer.
Why it works: In case you’ll need to convince multiple people, this question will help you find out who else will be involved in the decision (and their roles) in advance. It will give you a better idea of the timeframe to expect, and it will help you determine the most effective way to approach the sales process.