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/

Qualification Questions & Scripts – What to Ask to Qualify?