What is Qualification?
Qualification is the part of the sales process where reps ask questions to determine whether NetSuite is a good fit for the prospect.
• Open-ended questions work better than yes or no questions
• BDRs/AEs qualify using BANT
• BDRs route leads to the right reps by confirming Firmographics
Why is sales Qualification important?
- Prioritize your prospects
- Spend time more wisely
- Avoid Barriers
- Deliver a better result
- Satisfied customers
Prepare your questions in advance
- Information needed to advance – What missing or unconfirmed information from my research do I really need to know?
- Who would know? – Who is best to provide that information? Do they own this information?
- Desired response? – What will do with the information once I have it?
- Formulate question – How will I formulate the question to get what is needed? Am I looking for facts, perception?
- Test and adjust – Can they answer this question without giving me what is needed?
Two types of “BUYERS” – active & passive
- Dictates the conversations you have
- Questions you should ask
- Objections to expect
An “active buyer” lead
An active buyer lead is actively searching for a new solution.
- Specific needs identified
- Set budget in place
- welcoming of conversation
- fast moving
- Tip: Ak “project based” questions
A “passive buyer” lead
A passive buyer lead is not publicly searching for a new solution.
- May not have specific needs
- No budget set aside
- Throws out more objections
- Different talk track approach for prospects understanding
- Tip: Ask “discovery – based” questions.
- Note: being “passive” is not the same as being “unqualified”.