Leads are crucial to every business, but unfortunately, not every lead will turn into a sale. To filter out leads that aren’t worth your time, try asking these questions during the sales qualification call:

“What problem are you trying to fix with this purchase?”

The first question that you should ask any potential client is what business need or problem they are trying to fix by talking to you and considering your product. First, this will help you identify whether the lead understands what you offer. The lead may have misunderstood what your product is capable of, and therefore think that it solves a need that it really doesn’t. This question helps you filter out these types of leads and also helps you build the rest of your pitch since you know now what type of problems need to be solved.

“What other solutions have you tried?”

It’s important that you understand what the lead has attempted in the past so you know what has not worked for them so far. Knowing what competitors or other solutions have failed to solve a lead’s problem will help you pinpoint exactly what it is about your product that you need to focus on during the pitch. It will also help you frame the pitch to show the lead how different your offering is from the ones that have been tried before. This will help leads that are hesitant about trying something that may not work since they’ve been disappointed in the past.

“Why are you interested in making a change/buying this product now?”

If the client has had a problem for a long period of time, what has prompted him to finally do something about it by switching companies or buying your product? By finding out what his motivation is, you will be able to determine whether the client has a sense of urgency to make a decision. The client may have recently experienced some sort of trigger event which has led them to need your product or service. These leads will be more serious about buying from you—and quickly.

“Who’s the decision maker?”

A wholesale distributor or salesperson who is trying to qualify a prospect needs to know up front who will be making the final decision. If it’s the lead that you’re speaking to, then proceed as you normally would with the rest of the sales process. However, if there are other individuals involved, make sure that you obtain their contact information on the qualifying call and involve them in sales meetings. Otherwise, you will find yourself spending a lot of time with someone who does not even have the final decision on whether or not to move forward with your company.

Do you use any of questions to help you identify prospects? If the questions that you use didn’t make the list, share them in the comments below!