{"id":37826,"date":"2020-02-11T12:30:29","date_gmt":"2020-02-11T12:30:29","guid":{"rendered":""},"modified":"2025-09-17T12:19:55","modified_gmt":"2025-09-17T12:19:55","slug":"questions-qualify-prospect-phone","status":"publish","type":"post","link":"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/","title":{"rendered":"10 questions to qualify a prospect on the phone"},"content":{"rendered":"<p>In this article, we will help you qualify a prospect over the phone with a series of ten questions:<\/p>\n<ul>\n<li>The first step is to create a bond with the person you are talking to \u2013 to get past the \u201chook-brain\u201d.<\/li>\n<li>Once this stage is over, the need and budget of the target organisation are qualified: PKI or not PKI?<\/li>\n<li>Then you disqualify the leads whose timing is not good. If you have identified that a lead is a KPI, you have already created value. But if the timing is wrong, don\u2019t waste any more time, send it to marketing for <a title=\"Lead nurturing\" href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/lead-nurturing\/\" data-internallinksmanager029f6b8e52c=\"160\">nurturing<\/a>, then call it back in 3 months.<\/li>\n<li>Next steps: moving towards closing<\/li>\n<\/ul>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_83 counter-hierarchy ez-toc-counter ez-toc-transparent ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Sommaire<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#understanding-who-is-on-the-other-end-of-the-phone\" >Understanding who is on the other end of the phone<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-1-%e2%80%93-what-is-it-like-do-you-like-living-in-next-to-insert-landmark-or-natural-marker\" >Question #1 \u2013 What is it like \/ Do you like living in \/ next to [insert landmark or natural marker]?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-2-%e2%80%93-what-are-your-priorities-at-the-moment\" >Question #2 \u2013 What are your priorities at the moment?<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#qualify-the-need-and-budget-of-the-target-organisation\" >Qualify the need and budget of the target organisation<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-3-%e2%80%93-do-you-have-problems-with-insert-some-pain-points-like-some-of-our-other-clients\" >Question #3 \u2013 Do you have problems with [insert some pain points] like some of our other clients?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-4-%e2%80%93-does-your-current-solution-solve-these-problems-as-well-as-you-would-like\" >Question #4 \u2013 Does your current solution solve these problems as well as you would like?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-5-%e2%80%93-what-impact-would-it-have-if-you-could-manage-these-problems-more-effectively\" >Question #5 \u2013 What impact would it have if you could manage these problems more effectively?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-6-%e2%80%93-how-is-decision-making-carried-out-in-the-company\" >Question #6 \u2013 How is decision-making carried out in the company?<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#disqualify-certain-prospects\" >Disqualify certain prospects<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-7-%e2%80%93-what-concerns-do-you-have-about-changeimplementation-of-a-new-solution\" >Question #7 \u2013 What concerns do you have about change\/implementation of a new solution?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-8-%e2%80%93-are-you-comfortable-saying-%e2%80%9cno%e2%80%9d-to-me\" >Question #8 \u2013 Are you comfortable saying \u201cno\u201d to me?<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#next-steps\" >Next steps<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-9-%e2%80%93-could-we-set-up-a-call-to-explain-how-to-get-the-most-out-of-our-productservice\" >Question #9 \u2013 Could we set up a call to explain how to get the most out of our [product\/service]?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#question-10-%e2%80%93-at-the-end-of-this-demo-call-will-you-give-us-a-firm-answer\" >Question #10 \u2013 At the end of this demo call, will you give us a firm answer?<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/salesdorado.com\/en\/cold-calling\/questions-qualify-prospect-phone\/#finally\" >Finally<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"understanding-who-is-on-the-other-end-of-the-phone\"><\/span><span id=\"understanding-who-is-on-the-other-end-of-the-phone\" class=\"ez-toc-section\"><\/span>Understanding who is on the other end of the phone<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>In this first step, the important thing is to understand who you are dealing with on the other end of the phone. To do this, don\u2019t hesitate to ask more personal questions to try to find a common ground that could bring you closer to the caller. You should prepare your call well in order to ask questions that will give you real added value. Here are some examples:<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-1-%e2%80%93-what-is-it-like-do-you-like-living-in-next-to-insert-landmark-or-natural-marker\"><\/span><span id=\"question-1-what-is-it-like-do-you-like-living-in-next-to-insert-landmark-or-natural-marker\" class=\"ez-toc-section\"><\/span>Question #1 \u2013 What is it like \/ Do you like living in \/ next to [insert landmark or natural marker]?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>For example, \u201cI see you live in the Alps. Not too cold this year? We don\u2019t really have winter here in Nantes\u201d or \u201cYou\u2019re so close to the beaches of Normandy; you must go there all the time, right? You may wonder why the first question has nothing to do with your sales. If you don\u2019t create a connection with the person you\u2019re talking to, they\u2019ll have no reason to trust you and therefore you won\u2019t make any sales. Don\u2019t write a series of unnatural questions either, you\u2019re not a robot and your interviewer will realise this. There are dozens of ways to create a relationship of trust (if you don\u2019t like the geographical approach). Make a list of them, test them, and keep the most effective ones.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-2-%e2%80%93-what-are-your-priorities-at-the-moment\"><\/span><span id=\"question-2-what-are-your-priorities-at-the-moment\" class=\"ez-toc-section\"><\/span>Question #2 \u2013 What are your priorities at the moment?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>At this point, you are still in the relationship-building phase, but you are beginning to see things a little more clearly. Being able to identify where a decision maker is in a company can go a long way to helping you know whether or not they can buy in the near future. If you ask this question and they tell you about a direction that has nothing to do with your solution, it could save you time and make you hang up. If their priority is one of your product\u2019s features, that\u2019s a jackpot.<\/p>\n<p class=\"bloc-tips\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Subsidiary question<\/span><br \/>\nDo you have a current solution for managing these priorities?<\/p>\n<h2><span class=\"ez-toc-section\" id=\"qualify-the-need-and-budget-of-the-target-organisation\"><\/span><span id=\"qualify-the-need-and-budget-of-the-target-organisation\" class=\"ez-toc-section\"><\/span>Qualify the need and budget of the target organisation<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Now that you know a little more about your prospect, it\u2019s time to find out more about the company. The following questions are for business purposes only.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-3-%e2%80%93-do-you-have-problems-with-insert-some-pain-points-like-some-of-our-other-clients\"><\/span><span id=\"question-3-do-you-have-problems-with-insert-some-pain-points-like-some-of-our-other-clients\" class=\"ez-toc-section\"><\/span>Question #3 \u2013 Do you have problems with [insert some pain points] like some of our other clients?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>At this stage, simply ask them if they are experiencing the same difficulties as other companies in the same industry. When they answer, it will either be a \u201cyes\u201d which will allow you to dig deeper and go further, or a \u201cno\u201d. Either one is good for you. This is really the first pivotal question. You\u2019ve made a bit of a connection with the person you\u2019re talking to and this question will tell you whether it\u2019s worth going further or not.<\/p>\n<p class=\"bloc-tips\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Subsidiary question<\/span><br \/>\nCan you tell me more about your problem?<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-4-%e2%80%93-does-your-current-solution-solve-these-problems-as-well-as-you-would-like\"><\/span><span id=\"question-4-does-your-current-solution-solve-these-problems-as-well-as-you-would-like\" class=\"ez-toc-section\"><\/span>Question #4 \u2013 Does your current solution solve these problems as well as you would like?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Chances are your prospect already has a solution to their problem. You are coming in to lay the groundwork for a new product for them. This question is ideal for assessing their loyalty to their current tool\/service. If they absolutely won\u2019t budge, the conversation will probably end here. So listen carefully to see if you can get anything out of them.<\/p>\n<p class=\"bloc-tips\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Subsidiary question<\/span><br \/>\nWhy did you choose this supplier?<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-5-%e2%80%93-what-impact-would-it-have-if-you-could-manage-these-problems-more-effectively\"><\/span><span id=\"question-5-what-impact-would-it-have-if-you-could-manage-these-problems-more-effectively\" class=\"ez-toc-section\"><\/span>Question #5 \u2013 What impact would it have if you could manage these problems more effectively?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Once you\u2019ve seen a window and stepped into it, it\u2019s time to start collecting information that will be used to close the deal. The goal here is to imagine a \u201cperfect world\u201d that you and your prospect want to achieve. You know what they want, but some aspects may be more attractive from a long-term perspective. It is important to highlight the benefits you will bring in the future.<\/p>\n<p class=\"bloc-tips\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Subsidiary question<\/span><br \/>\nAnd for you personally, what would be the biggest difference?<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-6-%e2%80%93-how-is-decision-making-carried-out-in-the-company\"><\/span><span id=\"question-6-how-is-decision-making-carried-out-in-the-company\" class=\"ez-toc-section\"><\/span>Question #6 \u2013 How is decision-making carried out in the company?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>The problems, priorities and positions are generally similar from one company to another. But the buying processes are another story. Budgets, teams, levels of organisation are also different between each of your prospects. So it\u2019s almost impossible to know how long it might take before a prospect, even if interested, actually buys your product\/service \u2026 it all depends on the organisation in question. But that\u2019s why we ask these questions, isn\u2019t it?<\/p>\n<p class=\"bloc-tips\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Subsidiary question<\/span><br \/>\nWhat are the steps in the decision-making process?<\/p>\n<div class=\"columns has-background-black is-mobile is-multiline\" style=\"margin-top: 2rem;\">\n<div class=\"column is-12\">\n<div class=\"blocTips has-background-black has-text-white is-size-4 has-text-weight-medium\">Looking for <strong class=\"has-text-white\">more and better leads<\/strong>? Try Apollo, the leading sales intelligence &amp; engagement platform<\/div>\n<\/div>\n<div class=\"column is-12\">\n<div class=\"buttons\"><\/div>\n<\/div>\n<\/div>\n<h2><span class=\"ez-toc-section\" id=\"disqualify-certain-prospects\"><\/span><span id=\"disqualify-certain-prospects\" class=\"ez-toc-section\"><\/span>Disqualify certain prospects<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>At this stage of the interview, there is no need to waste time. Be clear, use the first two questions to get a clear answer and to know whether you can continue or disqualify the prospect.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-7-%e2%80%93-what-concerns-do-you-have-about-changeimplementation-of-a-new-solution\"><\/span><span id=\"question-7-what-concerns-do-you-have-about-changeimplementation-of-a-new-solution\" class=\"ez-toc-section\"><\/span>Question #7 \u2013 What concerns do you have about change\/implementation of a new solution?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>The decision-maker may not like their current solution, but simply does not want to deal with the purchasing process that is being presented to them, let alone the implementation of a completely new product. These are all obstacles that will be removed sooner or later. So it\u2019s best to talk about them now. Be careful here, this is one of the last lines of defence that many prospects have before making a final decision.<\/p>\n<p class=\"bloc-tips\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Subsidiary question<\/span><br \/>\nIs anyone very opposed to changing the solution? Why or why not?<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-8-%e2%80%93-are-you-comfortable-saying-%e2%80%9cno%e2%80%9d-to-me\"><\/span><span id=\"question-8-are-you-comfortable-saying-no-to-me\" class=\"ez-toc-section\"><\/span>Question #8 \u2013 Are you comfortable saying \u201cno\u201d to me?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Many prospects have no intention of buying, but will stay on the phone with you and appear interested. They will politely answer your questions and then, when you ask them to set up a time for a next call, they will say yes. You think you\u2019re close to finalising the deal and when it comes time to call\u2026 there\u2019s no one there. Just tell them you want to know if your solution is right for them. If so, great! If not, that\u2019s great too. At this stage of the conversation, the sooner they leave, the better if it doesn\u2019t work. No need to waste valuable time.<\/p>\n<p class=\"bloc-tips\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Subsidiary question<\/span><br \/>\nTell me clearly if you are not interested, ok?<\/p>\n<h2><span class=\"ez-toc-section\" id=\"next-steps\"><\/span><span id=\"next-steps\" class=\"ez-toc-section\"><\/span>Next steps<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>It is now time to prepare for the next step and to make contact with those who have the final say in the company.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-9-%e2%80%93-could-we-set-up-a-call-to-explain-how-to-get-the-most-out-of-our-productservice\"><\/span><span id=\"question-9-could-we-set-up-a-call-to-explain-how-to-get-the-most-out-of-our-productservice\" class=\"ez-toc-section\"><\/span>Question #9 \u2013 Could we set up a call to explain how to get the most out of our [product\/service]?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>If the call reaches this stage, you have enough data in your pocket to get a deal. The prospects have now come forward and it\u2019s time to set up a sales qualified appointment (SQA). If they are suspicious (not interested in buying), they will probably be scared off at this stage. So this question is not unnecessary.<\/p>\n<p class=\"bloc-tips\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Subsidiary question<\/span><br \/>\nDo you have [insert length of demo call] to show you how to solve the problem we discussed?<\/p>\n<h3><span class=\"ez-toc-section\" id=\"question-10-%e2%80%93-at-the-end-of-this-demo-call-will-you-give-us-a-firm-answer\"><\/span><span id=\"question-10-at-the-end-of-this-demo-call-will-you-give-us-a-firm-answer\" class=\"ez-toc-section\"><\/span>Question #10 \u2013 At the end of this demo call, will you give us a firm answer?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>If you feel confident, ask for a committed response at the end of your call. Someone would be naive to think they weren\u2019t going to be aggressive on the last call. Asking directly if they are committed sets the tone for your prospect. It\u2019s also the last line of defense against unqualified prospects who haven\u2019t said it yet. If an unqualified prospect has made it this far, you can be sure that a question like this will close the conversation for good.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"finally\"><\/span><span id=\"finally\" class=\"ez-toc-section\"><\/span>Finally<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>These ten questions for qualifying a prospect are very important. Start by understanding\/knowing your prospect a little better, then get to the heart of the matter by talking about their company and the solution they currently use in order to introduce yours. Finally, if the prospect is warm, prepare the next steps to finally close the deal. One very important point that we haven\u2019t mentioned here is the question of price. There is no set rule, some consider that you should talk about it right away, others that it is enough to estimate the budget and prefer to talk about it at the end (depending on the estimated ROI for example). Just try both techniques to find out what works best for your company.<\/p>\n<div class=\"bloc-tips\">\n<p><i class=\"fa fa-book\"><\/i>If you are interested in the topics of lead qualification, I invite you to read the following articles:<\/p>\n<ul class=\"icon-chevron\" style=\"margin-bottom: 0px;\">\n<li><a href=\"https:\/qualification-commerciale\/\">The complete guide to lead qualification<\/a><\/li>\n<li><a href=\"https:\/prospection-telephonique\/\">20 tips for getting really good at cold calling<\/a><\/li>\n<li><a href=\"https:\/qualification-commerciale\/moderniser-bant-qualification-leads\/\">It\u2019s time to upgrade the BANT framework for lead qualification<\/a><\/li>\n<\/ul>\n<\/div>\n<div class=\"columns has-background-black is-mobile is-multiline\" style=\"margin-top: 2rem;\">\n<div class=\"column is-12\">\n<div class=\"blocTips has-background-black has-text-white is-size-4 has-text-weight-medium\">Looking for <strong class=\"has-text-white\">more and better leads<\/strong>? Try Apollo, the leading sales intelligence &amp; engagement platform<\/div>\n<\/div>\n<div class=\"column is-12\">\n<div class=\"buttons\"><\/div>\n<\/div>\n<\/div>\n<div style=\"display: none;\"\n    class=\"kk-star-ratings kksr-valign-bottom kksr-align-center \"\n    data-id=\"37826\"\n    data-slug=\"\">\n    <div class=\"kksr-stars\">\n    <div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        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<span class=\"kksr-muted\">Qu'avez-vous pens\u00e9 de cet article?<\/span>\n    <\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>In this article, we will help you qualify a prospect over the phone with a [&hellip;]<\/p>\n","protected":false},"author":49,"featured_media":15895,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[279,282],"tags":[312],"class_list":["post-37826","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-cold-calling","category-outbound-sales","tag-guides"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>10 questions to qualify a prospect on the phone | Salesdorado<\/title>\n<meta name=\"description\" content=\"If you want to qualify a prospect on the phone, here is a series of 10 questions that should help 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