Here are 14 Lead Qualification Questions
I just finished a workshop on prospecting and writing a telemarketing scripts. The audience could easily write a description of what their company did and how they help but the biggest issue was developing the lead qualification questions. Below are samples and descriptions to help with creating qualifying questions.
AUTHORITY
Authority questions should be to help you map out your prospect company’s organizational structure. These questions will give you a better idea on who the decision makers and influencers are.
Authority Questions:
- How are purchasing decisions made in your organization for a product like ours?
- Who, in addition to yourself, are involved in making a decision for such a purchase? How important is it to have them onboard with the decision?
- What potential concerns do you think they will have? What would be the best way to handle them?
- Are you comfortable if I call (Name of the Decision-Maker/Influencer) to have a brief conversation to get a different perspective on the solution?
NEED
Need questions are to determine whether your product or service is a match for your prospect. You need to believe that your product or service is able to solve their pain points.
Need Questions:
- What challenges or problems is your business going through?
- How long have you had this problem? What made you decide to solve this now?
- What are the likely consequences if the problem remains unsolved?
- What objectives are you aiming to achieve by solving this pain?
URGENCY
Urgency questions identify how high up your prospect has prioritized the particular business challenge or problem. This will help sales reps in knowing whether to focus on building a business case around their problem, your solution, and ROI. If the problem they stated proves to be a back burner, the prospect would not resonate well with what you have to offer.
Urgency Questions:
- When would you like to have this problem solved?
- How important is solving this problem to you? Where does this stack up in terms of priority and urgency?
- Would you like to hear about how other companies I’ve worked with have implemented plans like these?
MONEY
Money questions will ascertain whether your prospect can afford your product or service? You will need to draw out a figure on how much your prospect expects to spend for the investment to fulfill their needs. Now would be a good time to convince them about the typical ROI for your solution that makes it a worthy investment.
Money Questions:
- Do you have a budget allocated to this?
- Is your finance team involved in approving the allocation?
- What are your expectations for the investment to purchase our solution?
Asking these ANUM questions and listening closely is the key to qualify your leads and opportunities. Always remember to ask these questions with genuine interest to successfully qualify them.
http://www.insidesalesbox.com/blog/14-lead-qualification-questions-to-spot-your-sales-ready-leads