How do you qualify leads?

[KyleJepson]

How do you uncover your leads' needs and goals? Have you ever had a conversation where you did an especially good job getting your prospect talking? Share your stories in the comments below!

*To learn more about this, check out the Understanding the Buyer's Context lesson via HubSpot Academy. 

[CBarajas8]

Ask open-ended questions

Set up expectations  

Recap what they said to you

Active listening

1. Truly listen to the prospect
2. Repeat the content and the feeling of the prospect’s words
3. Confirm you heard the prospect correctly
4. Ask a relevant follow-up question to further clarify your understanding of their situation

Motivating a prospect to take action

[VLowe]

In my coaching I use a similar approach as I learned today. The CGP, TCI, BA was what I used for strategy sessions with potential coaching clients and it is a very effective methodology. The guided exploration of what my prospects needs by using this methodology is powerful.

[KTumpane]

I ask open-ended questions, actively listen, and focus on understanding their challenges.

[JayeshParihar]

Qualifying leads is all about understanding the prospect’s needs and determining if they’re a good fit for your solution. I start by asking open-ended questions to encourage the prospect to share more about their goals, challenges, and current situation. By actively listening, I can pick up on key details that help me assess their pain points and urgency. I focus on understanding their challenges to see if my product can truly address their needs. This approach not only helps in qualifying leads effectively but also builds trust and rapport, setting the stage for a more meaningful sales conversation

[CorrinaPC]

You uncover the leads' needs and goals by asking questions, listening to the response, and then discussing the needs and goals - the timeline, implications, etc... and making sure to qualify their budget. 

[melgcandanosat]

To qualify leads, assess their budget, authority, need, and timeline (often referred to as BANT). This helps determine if they are a good fit for your product or service and if they are likely to make a purchase.

[TanNguyen99]

Use the CGP, TCI, BA. It's a helpful and brilliant framework.

[GDowling]

Quantify the challenge, goal, and plan for overcoming their challenge

Identify the timeline, consequences of not making a change, and implications if they do

Define budget and authority to sign off on the work

[PantZgr]

Actually the way that i am approaching a prospect, is the same with CPG, TCI, BA. First i need to understand how they work, then i ask them the "problems" that they are facing, and if they do not know them yet (It happens a lot) i try to show them, and also how we can help to resolve those problems and challenges they are facing.

[SWelch4]

Use the CPG, TCI, BA

[SDiDomenico]

I have used the SPIN method so far and worked wonders. 

S= situation 
P= problem
I= Implication
N= Need -payoff 

However, I recently finished Hubspot's inbound sales course, and although I haven't had the opportunity to dive into it at work - it makes more sense to me because it digs deeper into the buyer's needs. 

[BSlopien]

By actively listening, answering their questions and offering help, within or outside of our business. 

[RuthCarey]

I used to consider that BANT was a useful and helpful tools for lead qualifications, but from using this platform it seems this is a too generic & basic form to approaching lead qualifications. 

In fact - the CGP , TCI , BA framework is a brilliant framework to help clearly identify all areas of a lead qualification whilst keeping the conversational selling aspect at the forefront. 

[JBrundage28]

I like to qualify leads using the Need, Budget, Authority, Timeline framework. This gelps me weed out certain clients for certain services.

[JBenjamin0]

HEY

[TTshewang]

Hey JBenjamin0 i couldnt help but comment on your post when i was scrolling by, to qualify for leads its best to use social media , use the clients profile, filter them and select the best ones that meet your objective and those whos problems align with the solution you are providing

[Mongi]

I used to qualify leads using the Need, Budget, Authority, Timeline framework.

[BWhitfield5]

I qualify leads by using different sales software eas wells as researching their social media

[Amalnur]

1) Ask open-ended questions:- use open ended question during initial conversations to understand their challenges,goals,and plan .
2) use CGP framework:- identify their challenges ,goals and plans. this structured approach helps uncover specific needs and motivations.
3) listen actively :- Pay close attention to what the leads says .
4) Research :- before reaching out, research the leads company , industry trnds and any recent news . this will help in asking relevant questions.
5) Qualifying criteria :- use BANT OR ANUM  to asssess whether the lead is a good fit 
6) follow-up conversation:- schedule follow-up calls or meetings to delve deeper into their needs and goals , for more detail discussion.

[Kawish2000]

Qualifying leads involves assessing their fit and readiness to engage with your product or service. This process typically begins by evaluating whether the lead matches your target customer profile based on factors like demographics, industry, and company size. Next, you gauge their level of interest and urgency by analyzing their engagement with your content, interactions with your sales team, and any specific pain points they've expressed. Additionally, understanding their budget and authority to make purchasing decisions is crucial for determining their readiness to move forward. By effectively qualifying leads, you can focus your resources on those with the highest potential for conversion, ultimately improving sales efficiency and effectiveness.

[DBaker00]

Our sales team is currently reading DISCOVER questions, and it has helped a lot with our discovery process and how we interact with leads. Having a purpose behind each of your questions really allows you to move the conversation forward strategically.