Qualifying the lead

The second conversation of the four is about qualification. This is your standard sales stuff.

• Do they have a need?
• Do they have the budget?
• Is this the actual buyer?

This is a conversation where you spend most of your time listening and then use what they say to discover the answers to the three questions above.

If they qualify, you can move on to the next conversation.

Take action: What qualification rules do you have?