Qualifying Questions
Qualifying leads has become an increasingly complex task as the sales function has evolved in response to the challenges of the digital age. To help sales teams ensure that they’re marketing and selling their products or services to customers who are the best fit for them, qualifying questions have become an important tool in the sales arsenal.
A qualifying question is exactly what it sounds like—a question that’s used to help sales staff identify the wants, needs, and interests of a potential customer and determine whether they’re likely to make a purchase.
Qualifying questions can take many forms and be used in a variety of ways, but they’re primarily used as discovery questions to gather information about factors such as current challenges, budgets, decision-making, and any history with products or services that relate to yours.
Examples of qualifying questions include:
- What are your company’s needs?
- What’s your budget?
- Who makes buying decisions?
- Have you used any other products or services?
- Are you considering other providers?
