First things first: can they afford

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The easiest way to do this is to match any new lead to the criteria you identified above: your ideal customer profile. Do they match the patterns you’ve seen in your most successful customers?

I know I said I wouldn’t go deep into frameworks, but let’s quickly cover one simple framework you can use out-of-the-box for qualification: BANT.

How to Sell - BANT from Close
Qualification, like much of sales, is all about asking questions to south africa telegram data both uncover needs and determine if your solution would actually work. Within the BANT framework, your questions would focus on the following:

Budget

For industries like real estate or mortgage lending, you could ask, are they a serious buyer or seller? Or do they qualify for a loan?

Ask clarifying questions early on to make sure they have the budget so you don’t waste both of your time.

Authority
If you’re selling to a business, there are likely multiple people working there. You need to find out if the person you’re talking to actually has the authority to make a purchase decision or if you’ll also need to talk with their boss or someone else.

In direct-to-consumer sales (again, like real estate), you need to see if someone needs to check with their spouse before they can make a big decision. If they do, you’ll need to get them on board as well.