Close More Deals: 3 Essential Questions to Help Qualify Clients

If you want to be successful in sales, you have to know how to qualify your prospects.

Too often, we find ourselves chasing opportunities that aren't the right fit or don’t align with our goals or values, wasting precious time and energy.

But there is a way you can channel your effort and resources into nurturing clients with real potential, and it starts by qualifying them using three essential questions:

First, ask yourself, 'Do you want it?'

You need to assess the fit between your potential client and your business. For instance, if you run a small business, the client's ability to pay on time can be a make-or-break factor.

I once had a client who took nine months to settle a ￡200,000 invoice – a wait that a large corporation can weather but one that has the potential to kill a small business. So, consider your unique criteria. If the deal doesn’t align with your needs, it's time to walk away.

Next, 'Can we win it?'

Evaluate the potential for success. It's not just about cash flow; it's also about the repetitional risks. Sometimes, a deal might be financially attractive, but the client doesn’t align with your long-term goals and brand image. Reputation matters.

Lastly, 'Can we do it?'

Could you assess your capability to deliver on the promise? Can you meet the client's demands efficiently and effectively? What will your strategy be if you do win the deal?

If the answer is ‘yes’ to all three questions, bid on the deal. If the answer is ‘no’ to one of the questions, be ready to bid with a strategy in place. But if it’s ‘no’ to two, it’s time to walk away.

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What are your key takeaways? Let me know in the comments below ??