Page 71 - TCDB combined Book

Chapter 2 SALES 47

Qualifying:
Being able to correctly qualify your prospects while working on the least number of
projects in meeting your sales target, is considered the ideal result. Realistically, prospects will
be qualified that should not have been considered and there will be some welcome surprises. The
task of qualifying can be very rewarding, especially when ultimately closing the sale, amid
uncertainty and skepticism that will continually be presented. Suspects will be defined as
unqualified prospects. Prospects are defined as qualified suspects. Probative questioning is
required to separate the prospects “wants” from “needs.” Always be on the lookout for “show
stoppers.” Promising a specific proposal submission date should be based on the project
schedule and suggest waiting for the right time. The key is to “wait but don’t be late.”

Phone Calls (Outgoing calls):
Qualifying by telephone before making a Sales Call is advisable. Assuming this call has
been added to your list as a suspect the following questions should be answered favorably before
establishing the lead as a prospect. Remember the importance of a good first impression, be
courteous and business like.

Phone Calls (Incoming):
Prospect qualifying by telephone should only be done under certain circumstances. First
impressions are important and therefore the need to be courteous and business like is
emphasized. Incoming calls with no previous contact require quick judgment and answers to the
following questions.

Indirect Questioning

Financing (funds available or arranged)

Decision-Maker (Whom and Where)

Competition (Type and Whom)

Buying Influences (past choices, decisions)

Direct Questioning

Schedule (occupancy date)

Land (zoned and permit available)

Need (reason for project)

Budget (dollar volume expected)