Emma Brudner says, “Not every lead is a good fit for a product or service — no matter how strongly a salesperson believes they are (or wants them to be). Buyers don’t buy just because they have a serious need, a looming deadline, or money to burn. They buy because of a combination of all of these factors, and more.

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During the qualification call, salespeople can’t simply focus on establishing a fit on one of these criteria. They have to establish a fit on all the relevant factors. While the specific sales qualification questions a rep asks will depend on the product or service they sell, here are 18 solid conversation starters that can help you recognize who’s a successful customer in the making, and who’s barking up the wrong tree.

1) What’s the business problem you’re seeking to fix with this offering?

Change isn’t easy, and businesses don’t undertake system overhauls and new implementations just for the fun of it. If there’s no real problem the prospect is trying to solve, there’s no real reason for them to buy. Establish pain (either from a known issue, or from a problem the prospect wasn’t even aware of) before diving into other questions”.

18 Sales Qualification Questions to Identify Prospects Worth Pursuing

HubSpot

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