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. 

[SDhiman19]

"I qualify leads by asking open-ended questions to understand their challenges and goals. One time, I asked a prospect about their biggest obstacle, and this led to a deeper conversation about their needs and how our solution could help them."

[BAminu]

By engaging  in  a conversation that aligns  with the leads interests and providing solutions to challenges or problems the lead has.

[KPhommalee]

By looking at their behavior and engaging in conversations, you can focus on the leads with the highest potential to convert.

[FIhani]

Find their goals and needs

[tt33]

To qualify your prospects, ask open-ended questions about their challenges, goals, and priorities. Active listening helps you discover your customer's needs. For example, asking, "What is the biggest challenge you're facing right now?" can reveal important information.

[jk13]

You qualify leads by figuring out if they actually need what you’re offering and if they’re ready to buy. This means looking at their budget, timeline, interest level, and whether they have the authority to make a decision.

[RMackay1]

I usually uncover leads' needs and goals by asking many questions that can help me get to the bottom of what they are looking for. 

[DMoore55]

I qualify leads by applying the CGP-TCI-BA framework. This allows for closer customer relationships and a better understanding between customer and seller. Through this we also talk about what effects on the rest of their business certain steps would have. 

[BNugroho]

Clearly

[jm_gerardo]

Currently, I have minimal experience in Sales. But, if I were to qualify leads, I would use the CGP method, opening up with how to ask for my prospects' challenges, get to know their goals in their business, and which plans I can help them with. 

So far, this course has taught me the basic foundation on how I can turn a prospect into a QL. Good learning points!

[Gpsalion]

i'm using CGP-TCI-BA for diving deep in the buyers mind , manupulate them and qualify my leads with the help of  a good communication.

[RLanghnoja]

To qualify leads, use methods like BANT (Budget, Authority, Need, Timing) or CHAMP (Challenges, Authority, Money, Prioritization). You can also use lead scoring to assess engagement, and check if the lead fits your ideal customer profile based on factors like industry or company size. This helps prioritize the most promising leads and focus efforts where they’re most likely to convert.

[RFarias6]

I qualify leads using the adaptable CHP TCI BA framework, guiding conversations to uncover key insights naturally. I explore their challenges, goals, existing strategies, and gaps, along with their timeline for resolution. I also assess the cost of inaction, the impact of my solution, their budget, and their decision-making authority to ensure a strong fit.

[J_Mugisa]

I have come to find the CGP-TCI-BA framework extremely refreshing and with broader and deeper reach in qualifying prospects. I find it more effective, this consultative approach, rather than the traditional sales conversation which appears pushy.

[DBlanks]

I qualify leads using the flexible CHP TCI BA framework, engaging potential customers in a natural conversation to uncover key insights. I explore their challenges, goals, existing plans, and gaps, as well as their timeline for resolution. Additionally, I assess the consequences of inaction, the potential impact of implementing my solution, their budget for addressing the issue, and their decision-making authority.

[razathegr8]

Qualifying the leads begins by asking open, specific questions that will lead you to discover what's most important to your prospect, whether it's money, decision power, or the very issue they are encountering. The best format is a CGP (Challenges, Goals & Plans), TCI (Timeline, Consequences & Implication) and BA (Budget & Authority) where you ask some questions such as, "What challenges are you dealing with? " or "What does an ideal solution mean to you?

"This encourages them to provide information regarding their goals and needs."

I have had discussions where simply allowing the prospect to talk freely while I listened intently and responded with asking questions to clarify, resulted in a real discussion that revealed some behind-the-scenes pain points. These were not only useful in qualifying the lead but also enabled me to adjust my approach so they could see the true worth of my product. By staying centered on listening and asking the right questions, you establish trust and know that you're speaking with individuals who are well-suited to what you do.

[RN6]

I'm New to sales.

[DavidKNYC]

In the past there were assumptions made and multiple people would contribute internally. Unfortunately not everyone participated in all the conversations and those assumptions along with lack of detail and flow resulted in lost relationships and sales. However now with CGP TCI BA, there is a more robust flow of the dialog that gets to better alignment and communication for us and the client together.

[PNascimento9]

To uncover my leads' needs, I ask open-ended questions and focus on listening actively. For example, in a recent conversation, I asked about their biggest challenges and let them explain in detail. This helped me identify how our solutions could solve their specific problems, leading to a follow-up with the sales team

[AAckerman4]

I try to be personal and listen to the prospect's needs. However, the CGP TCI BA framework is a great tool to do more professional calls with B2B types but also B2C as well.