Qualification is one of the most critical steps in the sales-marketing process. It determines what you do next, when you do it and how you do it. Get it wrong at this stage and you could waste a lot of time and effort following up leads that never amount to anything.
Qualification helps you to build a picture of what your prospective customers consider to be valuable. Remember that value is always in the eye of the buyer, not the seller.
To qualify in a meaningful way, these are some of the questions you should be asking.
- What do you need?
- When do you need it?
- Why do you need it?
These are simple questions but it will require very careful repeated questioning and listening to discover the true answers.
While qualification appears early in the sales-marketing process, it should never be a one-off event. Qualification should be a continuous activity. At every touch point, requalify your prospects either in or out of the sales-marketing funnel.
Please contact us if you need help in creating the right questions to ask when qualifying your prospects at any stage of their buying process.