17 Questions To Qualify Sales Leads Faster and Better
Key to asking questions is the art of listening. S-I-L-E-N-T = L-I-S-T-E-N. Same letters, dramatically different action. Master Bruce Lee said his fighting style was The Art of Fighting Without Fighting. In client qualification, I call this the art of asking questions without asking. Here are some lead qualification questions recommended by sales experts - and my #1 sales qualification question.
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What will you gain from solving this issue?
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Anthony Caliendo, The Sales Assassin: Sales professional, small business expert and entrepreneur, international best selling author, motivational speaker & sales coach
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What is the problem you are trying to solve?
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What are the details of the decision making process and who is involved?
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What’s the best way to communicate with you moving forward?
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Based on today’s conversation, do you think our solution would add value to your business?
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Are you okay with telling me no?
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Neil Patel: New York Times best selling author, top sales and marketing influencer
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How did you hear about us?
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What is the timeline for your goals?
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Why weren’t you happy with your last vendor or agency?
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Who else is part of this decision-making process?
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Where do you see your competitors surpassing you?
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What is your biggest priority right now?
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How do you measure success?
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ringDNA: Sales software and communication solutions
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How have you tried to solve that problem so far?
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What's your current solution's financial impact?
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Are there any issues that other stakeholders may be concerned with?
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The Balance Careers: Career planning resources and information
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What will you gain from solving this issue?
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What are the risks involved in fixing this issue? What are the risks of NOT fixing it?
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If you decide to buy, what will the purchasing process look like?
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LeadFuze: A lead generation software tool
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How are you involved with the use of this product?
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Have you been through this process before?
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