Navigating Purchase Intent and Qualification in Discovery Calls

Prospects often spend time window shopping when agreeing to see demonstrations or pricing. However, before proceeding, it's crucial to validate their intent to purchase by asking three key questions: 1. Do you want to buy? (to validate problem agreement) 2. When do you want to buy? (to determine the timeline for solving the problem) 3. How do you buy? (to plan the next steps based on the timeline provided). Confirming purchase intent is essential before scheduling further actions, ensuring serious consideration to buy. The qualification process can involve asking prospects about their interest in continuing the evaluation process, emphasizing the commitment of time and resources needed. Based on their response, you can proceed by determining if there is problem validation or evaluate further before setting the next steps accordingly.