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Qualification Questions & Scripts – What to Ask to Qualify?

Day 8 of 30 · Build Your Sales – 30 Days to More Deals

Today you'll learn what questions to ask for qualification and how to structure the conversation. The key: ask, don't just present!

Daily Goal

  • Understand types of qualification questions
  • Create your own qualification question list (based on BANT or MEDDIC)
  • Create a qualification script
  • Practice the qualification conversation

Why it matters

  • Better qualification = better results. If you qualify well, you better know who will buy.
  • Time savings: Don't waste time on leads who won't buy.
  • Better forecasting: Qualified leads = more accurate forecast.
  • Professional appearance: Good questions = professional salesperson.

Explanation

Types of qualification questions

3 main types:

  1. Open questions: "What is the main problem that needs to be solved?" (not "Yes/No" answer)
  2. Follow-up questions: "Why is this important now?" (deepening)
  3. Closing questions: "When does this need to be solved?" (concrete answer)

BANT qualification questions example

Criterion Example question
Budget "What budget is available for this project?"
Authority "Who makes the final decision on the purchase?"
Need "What is the main problem that needs to be solved?"
Timeline "When does this problem need to be solved?"

Qualification script structure

  1. Introduction (30 sec): Greeting, introduction, purpose
  2. Discovery (5-10 min): Qualification questions (BANT or MEDDIC)
  3. Summary (1 min): "So the main problem is X, and it needs to be solved in Y timeframe?"
  4. Next step (1 min): "Would you like to see a demo?"

Good vs. bad qualification questions

Bad example:

  • "Are you interested in our solution?" (closed question, easy "Yes" answer)
  • "Do you have a budget?" (too direct, defensive answer)

Good example:

  • "What is the main challenge you need to solve now?" (open, focuses on problem)
  • "How are you solving this currently?" (understands current situation)
  • "What impact does this problem have on the company?" (value/pain depth)

Practice 1 – Qualification question list (20 min)

  1. Choose your framework (BANT or MEDDIC)
  2. Write down 3-5 questions for each criterion
  3. Practice out loud – how do they sound natural?

Practice 2 – Qualification script (15 min)

  1. Write down the complete qualification script (introduction → discovery → summary → next step)
  2. Practice with a colleague or by yourself
  3. Time it: How long do you spend qualifying? (target: 5-10 min)

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