Closing sales and growing your business isn’t about selling to everyone; it’s about selling to those who “qualify” as a prospect.

To qualify during the sales process isn’t an easy skill to learn. It occupies its position as a big challenge that salespeople and business owners face today. To properly qualify a sales lead, you’ll need to differentiate between effortlessly closing a sale and chasing an opportunity with a dead end.

Let’s start by clarifying a common misconception, ‘all prospects are not created equal.’ Salespeople should understand that not everyone is a potential client. They might not even be interested in the sales you’re hoping to close.

Business growth is a lot more than selling to everyone. Most importantly, it’s about selling to all who are ‘qualified’ prospects. The task of identifying this qualified prospect is that of a salesperson. If the right questions are asked, and expected answers are elicited, you’ve found your potential prospect!

Many salespeople undermine the importance of qualifying. The reasons for this may vary. As mentioned above, some salespeople consider every person a potential prospect, thus, neglecting the qualification. Some hesitate to take control of the sales process initially. Lastly, some are way too stubborn to qualify the customers.

Qualifying isn’t as complex as it may sound. Your prospect will have to fulfill these three factors to win the game:

A need: Your product will be necessary for a qualified prospect. It’s your job as a salesperson to identify and emphasize this need. But beware! Your potential prospect will either be serious or curious. You’ll need to focus on ones who are serious and ready to fix their needs.

A sufficient Budget: To identify your prospect, you should know that a qualified prospect will have an adequate amount of money to spend on your products and services. Wasting time on those who can’t afford your products is not worth it. Every second counts! So be aware of your customer’s budget. If the budget is not sufficient, suggesting other options will do.

An Authority To Buy: A long-term qualified prospect will be all set to EXECUTE! They will make steps ahead of your expectations. They will be not only interested in the product but also ever-ready to invest.

These three factors are critical to making a sale happen. People will always be ready to invest in your product. But your job as a salesperson is crucial. Your job is to qualify the potential investors.

Sales success depends on qualifying the prospects. It’ll allow you to invest your time and energy wisely in potential investors. The process of questioning the customers and receiving answers is an elimination method. It eliminates those who are just ‘curious.’ This will allow you to feel content with the qualified prospects you selected. Use the three-step process to choose your prospect and your prospect, and you’ll be the undefeatable lead in the market!