Qualification Questions & Scripts – What to Ask to Qualify?
Day 8 of 30 · Build Your Sales – 30 Days to More Deals
Learning Goal
Learn what questions to ask for qualification and how to structure the conversation to qualify leads effectively.
Who
This lesson is designed for sales professionals who want to improve their qualification skills and increase their chances of closing deals.
What
You will learn how to ask the right questions to qualify leads, structure the conversation, and understand the importance of qualification in sales.
Where
This lesson is part of the 'Build Your Sales – 30 Days to More Deals' course, which covers the fundamentals of sales productivity.
When
You can start applying these skills immediately, but this lesson is most effective when practiced regularly.
Why it Matters
Qualification is a critical step in the sales process that can make or break a deal. By learning how to ask the right questions, you can qualify leads more effectively and increase your chances of closing deals.
How
To qualify leads, you need to ask the right questions. This lesson will teach you how to structure your conversation and use open-ended questions to gather valuable information.
Guided Exercise
Practice asking qualification questions using the BANT or MEDDIC framework. Write down 3-5 questions for each criterion and practice out loud to make them sound natural.
Independent Exercise
Create your own qualification question list using the BANT or MEDDIC framework. Practice qualifying a lead using your new questions.
Self-Check
Review your qualification questions and make sure they are open-ended and focused on the lead's needs. Practice qualifying a lead using your new questions and evaluate your progress.
Key Takeaways
- Ask, don't just present. Qualification = discovery, not presentation.
- Use open questions. 'What', 'How', 'Why' - not 'Yes/No'.
- Listen more than you talk. 70% listening, 30% talking.
- Document the answers. Write down what the lead said so you can reference it later.
Optional Resources
- HubSpot – Sales Qualification Questions: https://blog.hubspot.com/sales/qualification-questions
- Salesforce – Discovery Call Script: https://www.salesforce.com/resources/articles/discovery-call-script/