How To Identify A Qualified Prospect With 5 Signs (Easy Scoring Game 0/5)

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How to know if you are going to close the deal or not? or is he/she is going to buy ? ... it is all the same just different angles of view.

in sales world, the average numbers of cold calls before start closing is 8 calls!!! Also the best-in-class companies close only 30% of qualified leads while average companies close 20% !!!

30% ~ 20% means that Objection, rejection, postponed, not ready & price is high feedback are a common feedback than accepting if there is a feedback in some cases, especially in services sales & generally when you are selling to the wrong person.

Sales people are a patient person but patient should be with right prospects to avoid wasting time & achieve targets in time.

so when to be a patient person & when to move forward and close the case? How to know if your prospect is the right or the wrong person ?

there is 5 signs can answer those questions and make you decide when to stay & when to move, just calculate the final score out of 5 as follows :

1. General Request & Inquiries

If you find out that all you have is general inquiries and no details or specific information for prospect needs, you should try to finalize a clear request for a clear deal.

Clarity means here an identifying of what is sold, to whom, when & at what price, qualified prospect is happy to provide you with all needed information & answering your question and make sure that both of you are in the same picture and have the same goals.

If you didn’t reach this point of clarity or close to it , then your prospect is not interesting to close a deal with you.

If all above happens from prospect who is calling you and answering your calls & email, and being a kind person, it is still not qualified as described above, but what if you dealing with ghost prospect who appears when he decide to for a question then never answers you then appears for an inquiry then go in ghost mode again! Do you really consider it a qualified prospect ?!!! the answer still No clearly.

2. Missing Feedback About Price

if you don’t know for sure if your prospect accepting your offered price or not or not sure about their budget, you are not reached the serious point of a closing yet.

Serious buyers care about price & budget much more than anything in the hole deal, actually 95% of a salesmen offers had been gone through a price discussion, so if there is a silence in this point, there is no point for patient.

3. No commitment, No Memorising

Qualified prospects will remember you & what you are providing, but this is not a guarantee yet!

If you find a prospect remembering you & the deal you are in, but making the calls shorter or refuse agreeing on a follow-up date, it means no commitment for doing business.

Remember, an interesting prospect will push you for the next step and will ask for it.

4. Dealing With The Right Person

A decision maker can identify what is needed to buy and answer your questions or direct you to get the information needed.

If there is a lot of unidentified points and long waiting for feedback, you should take it as a sign that there is another phase of pitching your offer again on a higher level.

Only dealing with a decision maker is considered dealing with the right person, otherwise you still in pitching phase, so In this case you should expect more time just to starting closing phase and it is not likely to happened in the soon future.

5. Accepting Criteria

In addition to all above signs, accepting criteria is a major factor in identifying the quality of a prospect, if you know what needed for a close you can easily know what is the next step.

Scoring :

After measuring the prospect on a 0 to 5 scale of the above 5 signs, you can tell if it is time to move over or not, the results will show you if your prospect is more likely in the 20~30 percent you of total prospects that you will turn in to be an active customer or a client.

Good Luck …


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