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Qualifying prospects is a critical selling skill set. When you qualify a prospect, you have conversations with prospects to learn:
· Does the prospect buy what you sell?
· Do they want to solve the problem you can solve?
· Do they want the value you provide?
· What bundle of benefits is the prospect looking for?
· Will they purchase at your price point?
· What alternative products/services are they considering?
· Are they willing to buy the product/service from you?
To qualify an account, you must ask questions. Great questions interest buyers and make them think. They also position you as a smart sales professional who is genuinely dedicated to helping customers.
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