Your success in sales depends on how effective your qualification process is. Your ability to find a prospect that is a good fit for your business can make or break your business. It’s crucial to nail this because once the prospect becomes a delighted customer, it doesn’t just mean profit — it could also mean a possibility of a repeat sale, more referrals, or the chance to upsell or cross-sell.
In two minutes, I will walk you through an easy-to-remember framework to qualify the sale upfront.
The following text is an edited transcript.
Everyone knows what qualifying is. It’s looking at an opportunity critically to evaluate it for you and for your clients. Great qualification demonstrates expertise; adds value; and saves time, effort, and money on both sides. So it’s a win/win.
There are many types of qualification. Two of which are (1) the initial upfront qualification and (2) the more in-depth qualification that you do on a larger opportunity.
We’re going to focus on the first one today. Why? You have to do it anyway and if you just did that, it would make the largest difference.
So what are the four Cs of qualifying upfront? These are the Client, Credentials, Capability, and Capacity.
Why do I have it in a 4-C model? It’s really easy to remember.
And the thing that happens when you’re upfront with the client is you’re on a call, it’s your first time meeting them, or it’s at a high level that you often don’t have a lot of time to go in-depth.
With the 4-C model, it lets you stay agile or move with the conversation and hit them all.
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