Most salespeople waste weeks on leads that were...
I'm going to show you how to qualify a lead in the first three minutes without sounding like you're interviewing them. Ready? First, you ask about their current state, not their goals. What are you using right now for this, or how are you handling this today? Their answer tells you if they have a process, a competitor, or nothing at all. Second, you ask what's broken about it. Don't ask if something's broken, ask what. What's not working about that setup? If they say nothing, really, you're talking to someone with no pain. Disqualify and move on. Third, you ask what happens if it stays broken. If this continues for another six months, what does that cost you? If they can't answer, there's no urgency. If they give you a number, you've got a real lead. Three questions. Three minutes. This way you know if this is worth your time before you've pitched a single thing.
Summary
Learn to qualify leads quickly by asking three key questions about their current setup, pain points, and urgency. This approach helps save time and identify real opportunities.
Key Points
- Qualify leads in the first three minutes to save time.
- Ask about their current setup to assess their process.
- Inquire what's broken to identify pain points.
- Determine the cost of inaction to gauge urgency.
- If they can't answer the urgency question, disqualify them.
- Efficient qualification benefits both you and the lead.
Tags
Repurpose Ideas
- LinkedIn post: 3 questions to qualify leads efficiently
- Tweet: How to save time on unqualified leads
- Checklist: Lead qualification process in three minutes
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