Authority: “Do you have purchasing authority? If not, can we invite the person who does to our conversation soon?” Make sure you position this question in a consultative way. You want to help guide them in getting what they need, and part of that is collaborating with them to make a business case for the people who matter on their end.
Money: “Do you have room for our product or solution in your budget?” This qualifies the lead and saves you both time by helping you decide which services or products you should steer them toward. It’s not fun for either party to get a lead excited about a solution only to find out they can’t afford it.
Priorities: “ first? What other solutions are you considering, and when do you plan to decide how to move forward?” Their answer helps you organize and prepare for your next conversations with this lead afghanistan phone number list while also prioritizing this account compared with others.
3. M.E.D.D.I.C.C.
This one looks complicated, but that’s because it’s the answer to qualifying leads that have a complicated purchasing process. Usually, that’s large enterprises. If you find yourself selling to a lead with a complex procurement process, this may be the best framework for you. Just note that while you might not ask all of these questions, you can still get the answers as you learn more about your prospect’s organization.