4. Qualifying Customers

A customers◦ Need to follow up

immediately B customers

◦ Have a need, but don’t need immediate attention

C customers◦ Not likely to buy in 3-

6 months

Willing to purchase

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1. Does your prospect have the problem?

2. Does your product satisfy requirements?

3. What is the time frame for their decision?

4. Is your prospect a decision maker?

5. Does your prospect have budget?

Differentiate between

“must have” – headache medicine and “nice to have” – vitamins

Break down customer problem into

addressable components – share examples

1. Ensure that features of product alleviate pain

2. Its okay to qualify a customer out3. Ask if they will commit to your solution if

features are implemented

1. Average sales cycle to sell to a large company – 6 months, mid-sized – 3 months

2. Most companies work on budgets at the beginning of each year, calibrating quarterly

3. Make offers contingent on close by date, but don’t offer discounts, offer time based delivery

Questions that validate decision maker status

1. How much impact is this problem having on your organization?

2. By when do you need to get the solution up

and running?

3. Has a team lead been chosen to finalize

and implement this project?

Understand customers

budget cycle & process

Implement in phases to prevent unprofitable deals

Get introductions to both

procurement & finance teams early

1. Write down 3 qualifying questions during your initial phone conversation

2. What are you looking to validate in your first meeting?

3. What questions prioritize your customers into your A, B and C category?

4. Qualifying Customers