What is a Qualifying Sales Call?

Are you struggling to qualify prospects over the phone? Now that texting and typing have become the norm, a qualifying sales call can seem like a daunting task. But fear not, as we have compiled a comprehensive guide to help you become a pro on the phone and ace those crucial qualifying calls.

Understanding the Importance of Qualifying Sales Call

Before we delve into the tips and tricks of making a successful qualifying sales call, let's first understand why it is so crucial. A qualifying sales call is essentially the first step in the sales process where you determine whether a prospect is a good fit for your product or service. It helps you identify potential sales leads, assess their needs, and ultimately, close more deals. A qualifying sales lead is a potential customer that expresses interest in your product, have an issue that needs to be fixed, has a budget for your product, and are decision makers. 

Preparation is Key

One key aspect of mastering a qualifying sales call is preparation. Before picking up the phone, make sure you have done your research on the prospect. Familiarize yourself with their company, industry, pain points, and any other relevant information. Focus on sales leads who can afford your service, who have authority, a need for your product and a reasonable timeline. Not speaking with a final decision maker or someone who may show no need for your product is a time waster. 

Building Your Customer Profile

Once you have established a connection with the prospect, it's time to ask the right questions. Start by asking open-ended questions that allow the prospect to elaborate on their needs and challenges. You should structure your calls. You might ask those open ended questions such as “how big is the company”, “what tools have you used in the past”, and “how do you manage…”. You may also want to ask about the budget, who is in authority, competition and the company’s needs. 

Overcoming Objections and Closing the Deal

During a qualifying sales call, it's common for prospects to raise objections. Instead of shying away from these objections, see them as an opportunity to address concerns and provide value. Be prepared to handle objections with confidence and offer persuasive solutions that address the prospect's specific needs. Finally, once you have overcome any objections, it's time to close the deal. Summarize the key points discussed, reiterate the value proposition, and think of a next step that aligns with the prospect's timeline.

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