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Qualification in Practice – How to Qualify in a Real Conversation?

Day 10 of 30 · Build Your Sales – 30 Days to More Deals

Today you'll learn how to qualify leads in a real conversation. The key: combine the BANT/MEDDIC framework with natural conversation.

Daily Goal

  • Practice the qualification conversation in a real situation
  • Create a qualification template
  • Identify common mistakes and avoid them
  • Set up qualification routine

Why it matters

  • Practice makes perfect. Qualification is a skill you can improve with practice.
  • Better results: Better qualification = better leads = more closes.
  • Time savings: If you qualify well, you don't waste time on bad leads.
  • Professional appearance: Good qualification = professional salesperson.

Explanation

Qualification conversation structure

  1. Introduction (30 sec):
    • "Thank you for taking the time."
    • "The goal is to understand how I can help."
  2. Discovery (5-10 min):
    • BANT or MEDDIC questions
    • Listen more than you talk
    • Take notes on important information
  3. Summary (1 min):
    • "So the main problem is X, and it needs to be solved in Y timeframe?"
    • Confirm you understand the problem
  4. Next step (1 min):
    • "Would you like to see a demo?"
    • Concrete date and time

Common mistakes and how to avoid them

Mistake How to avoid
Talking too much 70% listening, 30% talking
Not asking about budget Always ask about budget (indirectly)
Not identifying decision maker Always ask: "Who makes the final decision?"
Not documenting Write down answers in CRM or notes
No next step Always have concrete next step with date

Qualification template example

Introduction:

"Thank you for taking the time. The goal is to understand what challenges you're facing and how I can help. I'll ask a few questions, okay?"

Discovery (BANT):

  • "What is the main problem you need to solve now?" (Need)
  • "Why is this important now?" (Need strength)
  • "When does this need to be solved?" (Timeline)
  • "Who makes the final decision?" (Authority)
  • "What budget is available?" (Budget)

Summary:

"So the main problem is X, and it needs to be solved in Y timeframe. There's a budget, and you make the decision. Correct?"

Next step:

"Would you like to see a 30-minute demo where I show how we'd solve this? When would be a good time?"

Practice 1 – Practice qualification conversation (25 min)

  1. Choose a colleague or friend to practice with
  2. Practice the complete qualification conversation (10 min)
  3. Ask for feedback: Was it natural? Did you ask good questions?
  4. Repeat and improve based on feedback

Practice 2 – Create qualification template (10 min)

  1. Write down your own qualification template (introduction → discovery → summary → next step)
  2. Use it in the next conversation and see if it works
  3. Refine based on experience

Key Takeaways

  • Practice makes perfect. The more you practice, the better you'll be.
  • Listen more than you talk. 70% listening, 30% talking.
  • Always have a next step. With concrete date and time.
  • Document everything. Write down answers so you can reference them later.

Optional Resources