Qualifying Questions Lead To Quality Sales

1. Agree: Find something within your prospect's reply that you agree with. This is a good way to connect with someone on a basic level, giving your prospect acknowledgement and encouragement, plus it buys you time.
   
   Even if they gives you a canned response such as, "Send me the information", you could reply, "I'd be glad to forward you some information". But don't end the conversation there.
   
   
2. Clarify: Now's your chance to get clarification about your prospect's needs. Ask one or two questions about your prospect's current situation, their organisation's decision-making process, or concerns they have about their current provider.
   
   For example, you could respond to that information request with, "What specific information would be of particular interest to you?". It's important to analyse their response - Exactly why do they want information about your service?
   
   It's a good sign if your prospective client answers your clarification question using language like: "We're looking to (achieve, fix, solve, eliminate, avoid, secure, improve)". Such words suggest this organisation has already identified its problems and accepts that change is needed.
   
   While your prospect explains their problem, listen carefully so you'll better understand the goals and solutions being sought, and how you can help.
   
   
3. Legitimise: Determine whether your prospect is serious or trying to politely get rid of you. Ask a question that'll project them into the future so they can walk you through their firm's decision-making process.
   
   For example, you can say, "I'll put together information that you'll receive by this Monday. Will that work with your time-frame?". Should your prospect answer yes, add, "Assuming you need time to study the information, when should I call back to discuss this further?". Now you'll have a definite time to follow-up on this sale.
   
   As your legitimising process proceeds, you might say, "Okay, I'll have the information to you on Monday. Let's assume for a moment that Friday is here. You've reviewed our information and you like what you see. What do you feel will happen next?".
   
   By posing this question, you create a scenario that the client can picture. Now they'll think in detail about your service, as well as the process of purchasing it. This will help them explain their organisation's needs. Now you'll be able to figure out from their answer if this organisation is truly interested in your service, or if the prospect just wants to get you off the phone.
   
   Other effective phrases with which you can begin legitimising questions:

"What if ..."
"Let's just pretend ..."
"Just suppose ..."
"Imagine for a moment ..."

Here are some red flags to alert you to whether this opportunity is a dream or a dud:

• The "just send me information" routine: The more canned the response, the less likely it's a genuine opportunity. Instead, look for detailed answers like, "I need information on how this process works in the real world ... ways to reduce our turnover costs ... finding the right people and keeping them".
   
• The "call me back" routine: "Call me back" is one of the hardest answers to interpret. Sometimes a prospect really is busy, maybe even in the middle of a crisis, and they have absolutely no time to talk.
  
  If you get this response, ask for a specific time and date to call back. If your prospect commits to a specific time and date at which they'll expect your call, you have a good shot at discussing a real business opportunity. If they're unwilling to commit to a time and date, chances are it's a brush-off, so move on to your next prospect.
  
  
• The silent treatment: If your prospect won't share their motivation with you by answering your clarifying questions, this isn't a legitimate business opportunity. However, make sure your questions aren't self-serving; clients never like feeling manipulated.

Author Credits