Spending time on the wrong lead is never good, the salesperson loses his or her time without getting anything in return. This is why sales qualification is an essential element within sales. With sales qualification, the salesperson checks whether he or she has a good chance of making an effective sale with a potential customer. This allows him or her to focus on the right leads and drop the prospects he or she has little chance with.
Sales qualification and buyer persona
Important here is that you have a good buyer persona has. With this profile, you can quickly check whether a prospect or lead is worthwhile. If the potential customer differs too much from the buyer persona, the salesperson is better off looking for other potential customers.
Additional information
Besides the buyer persona, the salesperson will have to take into account other information about the customer:
- Make sure you know what need the customer has. What problem are they looking for a solution to and why?
- Make sure you have an idea of their budget. How much have they spent on similar products or services in the past? How much are they willing to pay?
- Ask who else will co-decide on the purchase. Are there any questions or concerns from them or other stakeholders? Are they looking at other options?
With this information, you can see which potential customers you have a great chance with and which ones you don't so you can focus on the right leads.
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