Examples of Qualifying Questions for Sales

One thing we do to try to make it easier to figure out what qualifying questions to ask is by breaking them down into four categories.

Need to Purchase
One thing to try to identify when talking with a prospect is whether they “need” what you sell or if they “want” it. The difference between the two is that, when they need what you sell, there is a significant difference between them having it and not having it. When it is more of a want, they certainly could enjoy and use what you sell but there might not be a huge difference between having it and not.

Authority to Purchase
The next thing to look at is whether or not the prospect you are talking to has the authority to purchase. In other words, are they the person that says “Yes, let’s do this” or is that someone else that they will have to go to at some point.

Here are some examples of qualifying questions for sales that you can ask to determine if your prospect has the authority to purchase.

Ability to Purchase
Try to determine if the prospect has the ability to purchase what you sell from a funding, budget, or money standpoint.

Here are some examples of qualifying questions for sales that you can ask to determine if your prospect has the ability to purchase.

Intent to Purchase
It is important to determine if the prospect has the genuine intent to purchase from you. For example, if your prospect is extremely likely to purchase but has already decided to purchase from your competitor and is just coming to you to get a price for negotiating purposes, you do not want to spend a lot of time and money pursuing the prospect.

Here are some examples of qualifying questions for sales that you can ask to understand what your prospect’s intentions are.

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