Qualifying leads are one of the things that separate average salespeople from elite salespeople. The list below comes “The New Solution Selling”, which is a must-read for any interested salesperson.
- Does this prospect fit the profile of our ideal customer group?
- Does the prospect have a critical or urgent need?
- What is the driving force causing the prospect to take action?
- Do we have a potential solution to satisfy the prospect need?
- Can we provide a credible ROI?
- Do we have a coach/champion in or close to the customer’s organization?
- Is solving this need in the organization’s budget?
- Has a purchasing timeframe been established?
- Do we understand the decision making process?
- Have we identified the right decision makers who have the authority to buy?
- Are the projected revenues sufficient for us?
- Is this a buyer we want as a customer?
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