1.
Chapter 23 – Qualifying Prospects

2.
Time is Your One of Your Most Valuable Resource

3.
Opportunity Cost

4.
Time Spent
with Good
Prospects
Time Spent
with Bad
Prospects

5.
Don't Fit
May Fit

6.
Don't Fit
May Fit
There is a Fit

7.
Don't Fit
May Fit
There is a Fit
Fits Now

8.
Don't Fit
May Fit
There is a Fit
Fits Now

9.
Don't Fit
May Fit
There is a Fit
Fits Now

10.
Don't Fit
May Fit
There is a Fit
Fits Now

11.
2-Step Qualifying
Process
Step 1: Pre-Qualifying
Step 2: Qualifying

12.
Step 1: Pre-Qualify
• Does it make sense to talk?
• Ask soft questions to learn what is going on

13.
VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
TARGET BUYER
• Small businesses
PAIN POINTS
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
PAIN QUESTIONS
• How important is it to get more revenue out of your
website traffic?
• How important is it for you to improve your website
conversion rates?
• Do you need to increase website traffic and visitors?
CURRENT STATE
• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
NAME DROP
• We worked with an accounting firm and helped them to
do a complete refresh of their corporate website.
• This helped to improve how they told the story of what
they do and the services they provide to website
visitors.
• After only 6 months, they increased the number of
leads that they were generating through their website
by over 500% and increase their overall revenue by
20%.
PRODUCT
• Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
DIFFERENTIATION
• We only work with
accountants
• We use AI to develop the
optimum website layout
• We guarantee results
COMPANY FACTS
• Won design awards 5 years
• In business for 30 years
• Woman owned business

14.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP PRODUCT
Building Blocks

15.
Step 1: Pre-Qualify
PAIN
QUESTIONS
CURRENT
STATE

16.
PAIN
QUESTIONS
CURRENT
STATE
Pain Questions
• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?

17.
• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
PAIN
QUESTIONS
CURRENT
STATE
Current State Questions

18.
INTERACTION
CONVERSATION
EXPLANATION

19.
I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
STRUCTURE
• 2 to 5 minutes
• 80% on prospect
• 20% on you
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
QUESTIONS
• Pain
• Current State
INTERACTION

20.
Step 2: Qualify
• Determine how real the deal is
• Ask deeper probing questions

21.
Four Areas to Measure
NEED TO PURCHASE
ABILITY TO PURCHASE
AUTHORITY TO PURCHASE
INTENT TO PURCHASE

22.
• What motivated you to look at us (brought you to us)?
• Do you mind if I ask why you took time out of your schedule to meet with us?
• What improvements could you see if you make this purchase?
• What will happen if you do not purchase something?
• Is there a date when this purchase needs to be made?
• What happens if the purchase is not made by that date?
• What is the time frame that the project needs to work along? 
PAIN
QUESTIONS
CURRENT
STATE
Need to Purchase Questions
NEED TO
PURCHASE
ABILITY TO
PURCHASE
AUTHORITY
TO
PURCHASE
INTENT TO
PURCHASE

23.
Four Areas to Measure
NEED TO PURCHASE
ABILITY TO PURCHASE
AUTHORITY TO PURCHASE
INTENT TO PURCHASE

24.
• What is the budgetary range that you need this purchase to stay within?
• Is there a budget approved for this project?
• Have the funds been allocated to this purchase?
• What budget (department) will this purchase be made under?
• Are there other purchases that this funding may end up being used for?
• How does the project fit with other initiatives from a priority standpoint?
PAIN
QUESTIONS
CURRENT
STATE
Ability to Purchase Questions
NEED TO
PURCHASE
ABILITY TO
PURCHASE
AUTHORITY
TO
PURCHASE
INTENT TO
PURCHASE

25.
Four Areas to Measure
NEED TO PURCHASE
ABILITY TO PURCHASE
AUTHORITY TO PURCHASE
INTENT TO PURCHASE

26.
• What is the decision-making process?
• What parties will be involved in making the decision?
• What are the key factors that a decision will be based on?
• What functional areas (departments) will be impacted by the purchase?
• Is there a committee that this type of purchase has to go through?
• Who is the ultimate decision maker?
• Who is the person that will need to sign the agreement/contract?
PAIN
QUESTIONS
CURRENT
STATE
Authority to Purchase Questions
NEED TO
PURCHASE
ABILITY TO
PURCHASE
AUTHORITY
TO
PURCHASE
INTENT TO
PURCHASE

27.
Four Areas to Measure
NEED TO PURCHASE
ABILITY TO PURCHASE
AUTHORITY TO PURCHASE
INTENT TO PURCHASE

28.
• What other options are you considering?
• How far along are you in discussions with them?
• How do you feel about your other options?
• What do you like about them? What do you not like about them?
• How do they compare with what we have to offer?
• Is there a reason why you would choose us over them?
• If you had to make a decision today, which way would you lean?
PAIN
QUESTIONS
CURRENT
STATE
Intent to Purchase Questions
NEED TO
PURCHASE
ABILITY TO
PURCHASE
AUTHORITY
TO
PURCHASE
INTENT TO
PURCHASE

29.
INTERACTION
CONVERSATION
EXPLANATION

30.
I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
STRUCTURE
• 10 to 60 minutes
• 50% on prospect
• 50% on you
GOALS
• Qualify
• Build interest in
product
• Close for Explanation
QUESTIONS
• Pain
• Current State
• Qualifying
CONVERSATION

31.
I
C
E
FORMAT
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
STRUCTURE
• 30 minutes to 2 hours
• 20% on prospect
• 80% on you
GOALS
• Qualify
• Build interest in
product
• Close for purchase
QUESTIONS
• Pain
• Current State
• Qualifying
• Closing
EXPLANATION

32.
Four Areas to Measure
NEED TO PURCHASE
ABILITY TO PURCHASE
AUTHORITY TO PURCHASE
INTENT TO PURCHASE

33.
Key Takeaways
• Protect your time by separating the good prospects from bad
• Use a process of asking good questions to measure and assess prospects
• Ask pre-qualify to determine if it makes sense to talk
• Use qualifying questions to determine if the lead is real and worth you investing your
valuable time
• Pre-qualify in the first interaction or time speaking with the prospect
• Qualify every conversation or meeting after that

34.
Week 1: Introduction to SMART (Chapters 1 - 2)
Week 2: Consultative Selling (Chapters 3)
Week 3: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 5: Managing the Sales Process (Chapter 16)
Week 6: Cold Calling (Chapter 17)
Week 7: Email Prospecting (Chapter 18)
Week 8: Voicemail Strategy (Chapter 19)
Week 9: Getting into New Accounts (Chapter 20)
Week 10: Dealing with Objections (Chapter 21)
Week 11: Getting Around Gatekeepers (Chapter 22)
Week 12: Qualifying the Prospect (Chapter 23)
Week 13: Closing (Chapter 24)
Week 14: Networking (Chapter 25)
Week 15: Prospecting on LinkedIn (Chapter 26)
Week 16: Improving Mental Strength (Chapter 27)

35.
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36.
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37.
SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics

38.
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

39.
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40.
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