4.

Qualifying Customers

A customers
Need to follow up
immediately

B customers
Have a need, but
dont need immediate
attention

C customers

Have allocated budget

Not likely to buy in 3-6

months
Willing to purchase

1.

Does your prospect have the problem?

2.

Does your product satisfy requirements?

3.

What is the time

4.
5.

frame for their decision?

Is your prospect a decision maker?
Does your prospect have budget?

Differentiate between

must have
headache medicine and
nice to have vitamins
Break down customer
problem into

addressable
components
examples

share

1.

2.
3.

Ensure that features of product

alleviate pain
Its okay to qualify a customer out
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 dont offer discounts, offer time

based delivery

Questions that validate decision maker status

much impact is this problem having
on your organization?

1. How

when do you need to get the solution up

and running?
3. Has a team lead been chosen to finalize
and implement this project?
2. By

Understand customers

budget cycle &

process
Implement in phases
to prevent unprofitable
deals
Get introductions to both

procurement

&
finance teams early

1.

2.

3.

Write down 3 qualifying questions during

your initial phone conversation
What are you looking to validate in your
first meeting?
What questions prioritize your customers
into your A, B and C category?

4. Qualifying Customers