How to Qualify Prospects Sales consultants and trainers have traditionally taught that a few basic questions about a prospect must be answered before a salesperson can close a sale. Many companies train salespeople to delve deeply into some or all of these questions. A few qualification questions can reveal whether they are prepared to seek management approval for the purchase in the near term. While the prospect may turn out to be a valuable customer in the future, it may be best in the near term for the company to provide education and information through email and the Web site. Collecting Qualification Data on the Web Practically every company that uses its Web site to generate leads has an inquiry form.
Some companies collect just contact information.
At other Web sites, inquiry forms have so many questions that visitors feel it takes too long to complete. For instance, many people answer questions dealing with the time frame for making a decision. If most of your sales occur between 6 and 12 months after the initial contact with a prospect, you can expect your visitors to answer questions on a form that includes this range. Surprisingly, one of the best techniques for collecting information about prospects' needs via the Web is to have a large text box where they can describe their needs in their own words. Visitors with a solid understanding of their needs and a clear set of objectives will sometimes provide a detailed description that indicates they are qualified prospects.