Questions to ask prospects to qualify them

Qualifying questions are targeted inquiries used to identify strong prospects based on your ideal candidate profile, so you can fastly determine whether or not continued pursuit of the lead is worth the necessary resource expenditure.

Of all the questions sales professionals use in their jobs, the question of qualification is perhaps the most important. This is because the salesperson can understand which of his potential customers and leads can become customers and elevate the speed of this process. 

This is why qualifying questions about sales leads are so important so that you can quickly contact as many potential customers as possible. Anyone in the sales industry needs to have a questionnaire of skills they can use in any sales process.

Seven tips for qualifying prospects and leads.

The following discovery questions and skills can be used in a variety of organizations and scenarios. You should also note which questions worked well.

So any time you use one of these legit lead questions, we recommend that you plug it into your CRM system and record its effectiveness. Of course, since much of your work is done via email, CRM will need to be built into your inbox. Remember, complete data will make your pipeline profitable.

  • How did you hear about us?

        This is the first question you should be asking for your prospect or leads. Knowing where your prospect is coming from can secure the deal for you. Understanding their origin can help prepare for other meetings and interactions as well.

  • What makes you interested in our brand?

        Your marketing team will thank you for asking this question for providing insight into their performance. Understanding your prospect’s interests can help you better understand their expectations. This valid sales lead question always gives you a detailed picture of your prospect.

  • Who is the main decision-maker?

You don’t want to waste your time with prospects who aren’t committed to making the deal. Always ask if the person you are talking to is the decision-maker. This question can save you a lot of time and effort. It also helps you define your priority prospects when multiple people are making decisions about the pipeline.

  •  What problems are you currently having at work?


Any good salesperson who is worth the salt knows you need to identify the customer’s pain. Hence, this question of a qualified sales lead is an absolute must in any scenario. Recognizing pain is a major incentive for sales transactions. So make sure you understand the prospect’s pain as early as possible.

  • How can we help you solve this problem?

We know our product can cure their pain. The question is, how do you make sure prospects know this too? Always ask them how you can solve the problems they are having. It’s also an easy way to extrapolate free information from customers.

  •  What are your company’s main strengths and weaknesses?

This is a great way to kick off your meeting because it gives you a fantastic idea of your prospect and their company. It’s also a great way to build empathy. This is a consistently effective approach to closing deals. This problem is especially effective in companies like startups.

  • What is your budget estimation?

Your prospect’s budget has a big impact on whether you can turn them into customers or not. Therefore, ask this question early. If your budget is less than expected, you can change your business to compensate. However, for this to be effective, you need to ask it as soon as possible.

Questions about sales qualifications help differentiate between potential customers and real prospects. Effective salespeople need to master the art of asking sales specific questions as it saves time and helps streamline the lead growth process.

In addition to saving time and prioritizing customers, sales qualifying questions compare potential customers to the company’s ICP and determine whether or not they are a good fit for them.

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