Seven Reasons Why
You Must Zealously Qualify Prospects
By Tessa Stowe
you ever worked really hard on a sale - put in a lot of time, money
and resources - and they decided to do nothing or they bought from
your competitor? When you looked back you could see that if you'd
asked a few more questions you could have found out at the beginning
that there was a very low probability that you were going to win
is a way of finding out at the beginning of a sales campaign what
the probability is of winning the sale. You find out by having a
sales qualification process in place and by zealously putting each
and every prospect and opportunity through this sales qualification
are seven reasons why you must be zealous about putting your
prospects through a qualification process before you sell to them:
Qualifying ensures that you only sell to people who are going to
buy. By qualifying you can determine if your prospect is going
to buy and, more importantly, if they are going to buy now. By
qualifying, you avoid wasting time, money and resources on selling
to prospects that do nothing.
Qualifying tells you where to focus. On which prospects do you
spend your valuable time? Qualifying gives you that answer. By
qualifying, you identify high probability opportunities and these
are the ones you need to focus on.
Qualifying enables you to win more sales. As a result of
qualifying, you only sell to prospects that are going to buy and you
only focus on high probability opportunities. Just by having this
focus on high probability opportunities, you increase your
probability of success, if that makes sense.
Qualifying speeds up your sales and results in a shorter sales
cycle. As a result of qualifying, you will find out the reason
why your prospect should act now. You find out their 'compelling
you find out your prospect's compelling event, they will be
motivated to take action now. They will be motivated to buy your
solution now rather than later and your sales cycle will be reduced
as a consequence.
Qualifying reduces your wasted costs. If you routinely sell to
people who are not going to buy or have a low probability of buying
from you, then you are wasting a lot of time money and resources. By
qualifying you stop these wasted costs.
Qualifying enables you to choose whom you want to become your
client. Do you have a client that you wish was not your client?
They require so much time and energy that they really are not worth
having. Also more importantly they distract you from serving your
ideal clients and from winning new business. With qualifying you
will identify these non-ideal clients straight way.
Qualifying attracts prospects. If you share your qualification
process with your prospects, they will see that you are a
professional and selective about whom you have as your client. When
you become selective about who you work with, people want to be
'selected.' It's human nature.
prospects will be trying to sell you on why you should sell to them!
Even if you both agree that you are not a good fit for them right
now, this process will leave them feeling impressed by you and
they'll probably refer others to you.
now make it an unbreakable rule that you will zealously qualify
prospects and you will only ever sell to qualified prospects that
will be ideal customers. So find, learn and implement a sales
qualification process straight away and watch the impact on your
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