Let the customer sell to you

Qualifying is different from cross-examination.

• "When do you want to start?"

• "Are you the decision maker?"

• "What is the budget?"

That's not a qualification. That's a cross-examination.

Real qualification works differently.

But before you start qualifying, you've obviously first asked your prospect about their ambitions. After all, prospects are just like people. They love to share their dreams and plans.

And certainly not pain points after they've known you for five minutes. It's a classic sales mistake: immediately asking about "challenges" or "pain points." And then immediately offering a quote!

No. Take the time to understand a prospect's ambition.

So then what's next? You qualify in 3 steps:

1. NEED: Truly understand the customer. Not: "Do you want our solution?" But: "Of all the ambitions I hear, what's truly a priority?" Essentially, you're asking your prospect for a roadmap. It immediately provides a clear picture of what are "needs now," "needs later," or "nice to have."

2. MATURITY TO BUY: Are you checking the feasibility of the expressed need? Do they have genuine internal support? Is there budget available? Do they have the time to address this? Is their organization ready? Without a maturity check, it's all hope. In my coaching, I often say, "Act as a friend or colleague... would you believe my plan?" "Or would you challenge it?" It's the ultimate way to let your prospect know you're genuinely thinking along.

3. REVERSE SELLING: Finally, let your prospect sell to you. This step is often overlooked. And it's precisely where the selling consultant or consultative sales makes a difference. Stop explaining why they need you. Let them explain to you why they want you. Ask: "Why do you think we can help? What do you see in our collaboration? What resonates with you in our conversations so far?"

By truly qualifying, you act as a magnet and trigger buying signals bringing you closer to the deal.