Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer. Today's topic is how to Qualify a Sales Prospect.

Sales qualification protects both your time and the prospect's time by ensuring you're working with clients who are truly ready and able to benefit from your services.
Early-stage businesses may need fewer qualification steps to gain experience, but mature businesses should implement stricter qualification processes to maintain profitability.
Effective qualification examines four key areas: the prospect's interest in solving their problem, their intent to move forward, their ability to implement the solution, and mutual agreement on deliverables.
Warning signs of poor qualification include high rates of ghosting after sales calls, frequent price objections, and constant scope creep from clients.
Pre-qualifying tools like application forms or brief surveys help filter prospects before investing time in lengthy sales calls, improving close rates from 30% to potentially 50-75%.
A well-designed qualification process helps redirect unsuitable prospects to more appropriate solutions while maintaining professional relationships that may lead to future opportunities.

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