Qualifying a prospect before a sales call

Here’s an uncomfortable truth: When someone says “no” to you on a sales call because they don’t have enough money… it’s actually because they don’t have the money for your program.

In other words, your program or service doesn’t seem to be worth the investment compared to other options they have.

The easiest way to deal with this objection is to think the prospect is THICKHEADED – not realizing how your offer would change their life.

I used to believe so.

But what happens is, you get very insisting – “pushy” – and when you don’t convert the prospect you get angry and frustrated.

Maybe you assume that when you are getting all these no’s, it’s because you are not getting in front of the right people.

That is very unlikely to be the case!

But just to make sure, you can easily pre-qualify them for a call.

How to qualify a prospect before getting on a call

My way of qualifying a prospect is a few questions I (almost) always ask when I get an inquiry.

The first question is to see if they are my target market. Your target market should by definition have access to money.

The question has to be something simple they can easily answer with a YES or NO.

(This is a mini-commitment. It shouldn’t be an open question such as “what are your 3 biggest struggles with X” or anything like that.)

The second question is to determine whether they want what you sell.

If the prospect says “yes”, you have achieved three things already –

1) you’ve identified that the prospect fits your client criteria

2) and you’ve positioned yourself as a leader by taking charge of the conversation

3) and by asking these questions the person will automatically assume you have the solution to their problem.

As a bonus, these questions act as mini-commitments to you, because they already said “yes” to you twice! (This is called “incremental conversion”).

After the second question, you invite them on a call and suggest a time for the call.


For instance, for a coach targetting women in leadership, the first question could be:

“Are you currently in a leadership position?”

The second question could be: “Would you love to advance your career by becoming more assertive and letting go of perfectionism?”

Then you extend the invite: “great! Let’s jump on a call. How is tomorrow 2pm GMT for you?”
(Adjust to your availability and time zone).

If you go through this process and STILL get a “no”… Then you know the issue is not with the quality of the lead. It’s NOT because you’re attracting the wrong people.

The problem is most likely in the value of your offer or your ability to convey the value – in the wording of your offer.



Back to Top