Recipe: Qualifying Your Prospects
One of the common barriers to having sales conversations is pursuing the wrong prospects. You may have done a good job at defining your target market, but not everyone in your market needs your service now or can afford to pay. When you approach prospects who aren’t qualified buyers, your requests to explore their needs and your services may fall on deaf ears, and your efforts will be wasted. Qualifying questions are intended to determine whether a prospect is hot, warm, or cold, so you can gauge your level of effort accordingly. Typical qualifiers are:
Asking if they have a particular problem your service solves ...
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