Jul 11, 20218:58 PM - edited Aug 12, 202110:44 AM
HubSpot Employee
How do you qualify leads?
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!
I qualify prospects by uncovering their challenges relative to what my product or service can address. Once I have established that they have a challenge that I could assist with I then zone into the pain points relative to the challenge in order to raise the need or desire for my product or solution.
I have learnt a new way of closing a sale on call. Many times I've built sales funnels with cracks in between because I didn't have a framework. But with CGP TCI BA I am ready to hit the ground running.
I qualify leads, by understanding if the challenge they want to solve aligns with what my company offers. I also use their gestures to determine if they're active or passive leads
It is good to start by establishing a rapport. This way, you can take the journey together in a two way conversation. Basing on the research you've done about them if it is you reaching out to them first, be a listening folk and do that actively. This will make the lead feel they are with the right person. From you actively listening to them(lead), you derive more questions to better understand their pain point not necessarily mentioning the work pain:) Thought I did not know i was applying the CGP, TCI, BA; we ended up having a follow up call and an order was placed on the second call.
I firstly look at the relevant websites and blogs and try to obtain as much information as needed so as to decide for this and create a strategy with a list.
I ask the prospect to share what they are currently do to solve problem X, ask them what's working well and THEN ask them what isn't working so well. If they are will to share these three things, then I can begin to tie the value that we bring to their specific needs. If all of this takes place, there is a fit, and all of this warrants another meeting to continue exploring how we may be able to work together.
first we need to explore the propect challenges , goals, plan after that i need to understand proper and if iam able to fix this problem then ask the prospect about his timeline consequences implementation (T C I ) LIKE PROSPECTIVE NEED SOLUTION URGENTLY OR WHAT HAPPEN IF THEY ARE NOT ACHIEVE THE GOAL , THE LAST STEP IS ( BA ) BUDGET AND AUTHORTY IN THIS I WANT TO GATHER THE INFORMATION ABOUT THE LIKE, BUYER HOW MANY DOLLARS WANT TO INVEST IN SOLUTION TO GET THE RID FROM PROBLEM SECOND ONE IS AUTHORITY LIKE HE\SHE IS ABLE TAKE THIS DISCESION
We need to listen their problems and challenges carefully and get to know their long term goals. Then provide solutions to to their problems while avoiding those challenges to achieve long term goals.
Ask about their requirements and needs, the challenges they are facing, their current and previous practices, the other options they have now in hand, the timeline, the consequences of not achieving on time, the further plan after successfully achieving the goals, budget without mentioning any price, discount and close right away to confirm the fit and make them understand that you are the solution they need at your value and finally the other key decision makers who needs to be involved for decision making.
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