MODULE 3.4: How to Qualify Buyers Before You Sell to Them

Not every lead is worth pursuing. This module teaches how to qualify buyers to ensure you’re investing your time wisely.

Key Topics:

• What Does It Mean to Qualify Buyers?
  • Qualification involves determining if a lead is serious and has the financial means to buy.
• The BANT System (Budget, Authority, Need, Timeline)
  • A proven framework to assess the quality of a prospect.
• Determining Buyer Intent
  • Knowing whether a prospect is just browsing or ready to purchase is key to qualifying.

Exercises:

• Use the BANT system to qualify a list of five prospects you’re currently working with.

Summary:

Qualifying buyers ensures that you focus on leads who are most likely to convert into actual sales.