How do you adequately and completely qualify a prospect before you are knee deep into the presentation? Ask qualifying questions. This presentations helps you come up with the right questions in order to qualify your prospects and their needs.

1. Qualifying Questions
By
Kevin T. Fleming

2. The Dreaded Unqualified
Sales Call
• Too many highly trained well qualified, professional sales
representatives far too often get caught in the “unqualified” sales
call.
• We’ve met with the client, investigated their company, researched
their needs, found areas where our products or services will make
a powerful positive value-added impact to their operations and low
and behold we realize we are not dealing with the decision maker.
• Or maybe we are addressing a solution to Problem “A” when
Problem “B” is the one everyone is concerned with. We have
wasted hours of our valuable time only to realize that this
seemingly well planned well implemented sales presentation has
been wasted on the wrong person, or even the right solution to the
wrong problem.

3. How do you adequately and completely
qualify a prospect before you are knee
deep into a presentation?
The answer is simpler than it seems

4. Step One
Do our jobs! Go back to the basics!
• Take the time to properly • Ask the right questions
qualify the client before and take notes
our presentation

5. Qualifying
Questions
1. Mr. / Mrs. Johnson tell me, what
(insert product or service here)
have you used in the past?
2. Which of these are you currently
using?
3. How would you rate your overall
satisfaction with the VALUE
they (or it) provide for you?

6. Qualifying
Questions
4. If money and time was no object, tell
me, what would you change about
(insert product or service here)?
(Explore this one as deep as the client
will go)
5. Do you currently have a contract? If
so, when is it due for renewal? Is there
a cancellation fee?
6. Are you currently under any regulatory
obligation to have these services
performed (or products provided)?

7. Qualifying
Questions
7. Have you experienced any problems
with your current vendor or service
provider?
a. Remember – competitors have
problems, we have issues that can be
resolved.
8. Have you considered other vendors or
service providers? (Explore this one)
9. What is your relationship like with the
current vendor? (Relations, friends,
long-term, etc.)

8. Qualifying
Questions
10. On a scale of 1 – 10, how
important is service?
11. On a scale of 1 – 10, how
important is value?
12. On a scale of 1 – 10, how
important is overall price?

9. Qualifying
Questions
13. Do you have a budget you are working
with on this product or service? Would
you mind sharing that with me so I can
select the most accurate product or
service for your budget?
14. What would induce you to consider me
as your primary service provider/
vendor?
15. Is there anything else you can think of
that may be of importance to our
relationship that I have not considered?

10. The Soft Close
Getting to this point can set you up
for a very soft close such as:
16. If I could satisfy each of the
requirements we just discussed
and I could provide our (insert
product or service here) within
your budget, when could we
begin providing (insert product
or service here)?

11. Qualifying Need
The need for Qualifying will never go away. In today’s
microwave, instant internet, VOIP, get it to me before I
need it world, we can’t waste a single minute of our time
and we certainly don’t want to be known as that pesky
sales rep that keeps wasting our clients time.

12. Sales Cycle
Remember the sales cycle and respect the clients time
• Prospecting • Contract Award/Purchase/
Agreement of Terms
• Original/Initial Contact
• Qualifying • Deliverables
• Presentation/Demonstration/ • Follow-Up and Follow-through
Proposal/Value Proposition • Obtain Referrals
• Overcoming Objections • Document “Buying Cycle or Itch Cycle”
• Negotiations • Maintain Contact

13. Summary
Sales Professionals are no different than any other professional.
Baseball players, Basketball players, Policemen, Firemen, etc.
all have one thing in common, they train, train, train and they
do it from the basic fundamentals of their sport/job.
Luck = Preparation + Opportunity
You must be prepared for the opportunity when it arises so
others will call you LUCKY.

14. Qualifying Questions
Kevin T. Fleming
Kevin@KTFConsulting.com
www.KTFConsulting.com