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[Music] my name is kenneth intended and welcome back to the ultimate sales course in this segment of the course we'll be dealing with qualifying elite as a salesperson by now you should know that not every lead is a hot lead yes some people might convert but in the future and some people just aren't meant to be your leads so take an example if you're selling a b2b product a crm or something of that sort it would make more sense to pay attention to someone with an email like jeff amazon.com then bigben666 gmail.com so what process do you go through to qualify a lid how do you know that this is a hot person that i need to be contacting right now and this is someone i could i could contact after i'm done doing whatever i need to do through to the rest of the week so let's get started to help you validate if someone is a right lead for you or not there's some specific questions that you can ask the first is a budget question it's important that you bring this highly enough before diving too deep into conversations you don't want to spend three weeks in a conversation only to find out the person that didn't actually have the budget i mean take an example if you wanted to deploy a software as a service and your software costs 180 dollars a month before you dive deep into too many talks first validated post that question early enough talk about you know what our service is 180 and if the person is not comfortable with that cut it off as quickly as you can to avoid time wasting because each meeting that you have that's resource being spent on someone that could that may not necessarily need your product at the end of the day so um post the question early enough and ascertain whether the budget is there or not it goes a long way towards helping you saving your time and helping as a salesperson deliver a better service number two ascertain who you're speaking to some products need mid-level management other products need top-level management so never make a mistake of entering into an office speak all these nice words and only to find out the person you've been speaking to the entire time is the receptionist so make sure you early enough in the conversation number one understand who you're speaking to so that if the person is not a decision maker they can get the decision maker into the conversation so this will help you go a long way towards shortening your sales process number three validate the need for the service or product early enough so there are very many scenarios someone signs up for your website you call them you take them through the proposal take them through all this only for that person to tell you do you know what i mean i was just testing guys so one of my friends posted it on twitter so i signed up so i'm validating if they actually need the service at that point in time but it did if they actually ready to deploy the service you'll go a long way towards saving resource when you do that early enough in the conversation on number four is the timing it's important to ask the person early enough if they need the product or the service right now it's only fair to both you and the person because you don't want to waste your time you don't waste their time so if you can throw it in ali is this the right time are we looking at deploying this within six months or is it a next year product that will give you a heads up on when exactly you need to actually be approaching this person so those are the four points that you need to reference when ascertaining if a lead is a quality lead at that point in time or not