These tips will help you successfully qualify sales lead contacts based on their interest, authority, readiness, and ability to make a purchase.
Qualification is the step that converts a sales lead into a solid prospect. There are many ways to qualify sales lead opportunities, but at the heart all of these methods are built around determining the sales lead’s interest, authority, readiness, and ability to make a purchase. Ideally, the process to qualify sales lead contacts is completed in the first conversation that you have with a new lead. If this sounds like a lot of ground to cover during a first contact, don’t worry – these tips for how to successfully qualify sales lead contacts will help.
As an information source to qualify sales lead contacts, the internet is an unparalleled business tool. More information is available and easier to access than ever before, which can help you determine the likely value of a sales lead before you make the first call. Be sure to complete pre-qualification research like:
Leading statements can work as well as, and in some cases better than, direct questioning of a prospect. When paired with an open ended question, leading statements have the additional advantage of creating a sales conversation, rather than a pitch, that can put momentum behind a deal with a qualified sales lead. Statements such as the following can be deployed in most sales situations:
This method to qualify sales leads also helps leads feel comfortable spontaneously sharing information, which potentially saves you as the sales rep the delicate maneuvers of asking direct questions since the information you need is being shared in the context of a conversation, rather than a question and answer session. However, since even with the most forthright sales leads you will need to ask questions.
Seasoned sales reps know that the best responses to qualify sales lead opportunities come from asking questions that the lead feels comfortable answering before building up to questions that may cut closer to business interests, information that not all sales leads will immediately want to share during the first conversation. The purpose of using well-directed questions is also to avoid turning the sales conversation into an interrogational interview. Questions such as the following can help qualify sales lead authority and readiness to buy:
By following a process to qualify sales lead opportunities of pre-qualifying, building a conversation, and asking questions that encourage sales leads to commit to the next step in your sales process, you can improve your efficiency by focusing only on those sales leads who are best qualified to buy. This has positive impacts on your sales numbers across the board. Work on your process to qualify sales lead opportunities to begin realizing these benefits.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.