{"id":2422,"date":"2019-06-20T15:29:06","date_gmt":"2019-06-20T14:29:06","guid":{"rendered":"https:\/\/www.nocrm.io\/blog\/?p=2422"},"modified":"2025-05-13T12:51:37","modified_gmt":"2025-05-13T11:51:37","slug":"make-great-qualifying-call","status":"publish","type":"post","link":"https:\/\/www.nocrm.io\/blog\/make-great-qualifying-call\/","title":{"rendered":"How to Make a Great Qualifying Call?"},"content":{"rendered":"<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img loading=\"lazy\" src=\"https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2022\/03\/cold-caller.png\" alt=\"Contact your leads\" class=\"wp-image-20613\" width=\"200\" height=\"200\" srcset=\"https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2022\/03\/cold-caller.png 800w, https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2022\/03\/cold-caller-300x300.png 300w, https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2022\/03\/cold-caller-150x150.png 150w, https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2022\/03\/cold-caller-768x768.png 768w, https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2022\/03\/cold-caller-125x125.png 125w\" sizes=\"(max-width: 200px) 100vw, 200px\" \/><\/figure><\/div>\n\n\n<p>According to reports, 51% of people prefer to text or type instead of speaking directly to someone because, well, everyone looks at their screens these days. That&#8217;s fine if you&#8217;re going about your day-to-day, but it&#8217;s not so good for sales reps trying to qualify prospects over a phone call. Yet, there are ways for your sales reps to make a great qualifying call. With that in mind, <span style=\"font-weight: 400;\">this guide is here to make you a pro on the phone.\u00a0<\/span><\/p>\n\n\n\n<div class=\"wp-container-1 wp-block-group has-background\" style=\"background-color:#eaf4fc\"><div class=\"wp-block-group__inner-container\">\n<h2>\ud83d\udccc&nbsp;<strong>Key Points<\/strong><\/h2>\n\n\n\n<ul><li>A qualifying call helps determine if a lead is worth pursuing based on factors like budget, authority, need, and timeline (BANT).<\/li><li>Great qualifying calls are structured around asking open-ended, strategic questions to uncover company context, pain points, and urgency.<\/li><li>Use the BANT framework to dig deeper into budget, decision-making roles, specific business needs, and deployment timelines.<\/li><li>Asking about competitors helps understand the lead\u2019s expectations and decision criteria.<\/li><li>A call guide or checklist improves SDR performance and ensures consistent qualification.<\/li><li>Tools like noCRM streamline this process by centralizing lead data and integrating with calling platforms like Aircall and RingCentral.<\/li><\/ul>\n<\/div><\/div>\n\n\n\n<h2><span style=\"font-weight: 400;\">What is a Qualified Lead?<\/span><\/h2>\n\n\n\n<p><span style=\"font-weight: 400;\">In sales terms, there are quite a few differences between<a href=\"https:\/\/learn.g2.com\/what-is-prospect\" target=\"_blank\" rel=\"noopener\"> a prospect and a lead<\/a>. Qualified leads are potential customers that:<\/span><\/p>\n\n\n\n<ul><li><i><strong><span style=\"font-weight: 400;\">Express interest in your product or service<\/span><\/strong><\/i><span style=\"font-weight: 400;\"><strong>.<\/strong><\/span> <span style=\"font-weight: 400;\">Somehow, they have heard of you. They have downloaded an ebook or seen reviews online and filled an online form. The bottom line is, your lead wants to know more.<\/span><\/li><li><i><strong><span style=\"font-weight: 400;\">Have an issue that needs fixing soon(ish)<\/span><\/strong><\/i><span style=\"font-weight: 400;\"><strong>.<\/strong><\/span> <span style=\"font-weight: 400;\">An interested lead that has no sense of urgency may never close. Your lead must know that your service or product can help them fix the problem they are encountering. Your reps must be able to identify challenges, determine whether or not their solution is the right fit, and if it is, communicate effectively how the solution solves the problem.<\/span><\/li><li><i><strong><span style=\"font-weight: 400;\">Have a budget<\/span><\/strong><\/i><span style=\"font-weight: 400;\"><strong> for your product or service.<\/strong><\/span> <span style=\"font-weight: 400;\">Your service or product has a price. That should be clear from the get-go to the customer to save you time. The final price can be negotiated, but make sure early on that the buyer has the means to pay. <\/span><\/li><li><i><strong><span style=\"font-weight: 400;\">Are decision-makers<\/span><\/strong><\/i><span style=\"font-weight: 400;\"><strong>.<\/strong><\/span> <span style=\"font-weight: 400;\">Sales reps should always aim to include the person in charge. It may not be the one who will use the product, or is looking for a solution but they are the one that have the final say in the buying process.<\/span><\/li><\/ul>\n\n\n\n<h3><strong>These key points make up what is known as BANT questions in sales terms:<\/strong><\/h3>\n\n\n\n<p><b>Budget<\/b><span style=\"font-weight: 400;\">: As mentioned, focus on leads who can afford your services. A back and forth with a prospect that can\u2019t pay is a waste of time and energy.<\/span><\/p>\n\n\n\n<p><b>Authority<\/b><span style=\"font-weight: 400;\">: If you aren\u2019t speaking with the final decision-maker or an influencer that will make their recommendation to the decision-maker, then you\u2019re wasting your time.<\/span><\/p>\n\n\n\n<p><b>Need<\/b><span style=\"font-weight: 400;\">: A lead must express a need for your product or service. If they aren\u2019t convinced, there&#8217;s a major problem at hand, and they are more than likely to haggle over features or price and be more hesitant. Your sales rep must be clear about whether or not a lead\u2019s need is the right fit with your solution so that they can determine if a lead is worth pursuing or not. <\/span><\/p>\n\n\n\n<p><b>Timeline<\/b><span style=\"font-weight: 400;\">: A signed deal with no start date has zero value. You need more to close, including how soon your lead wants their problems fixed. Have they set a timeline internally? An urgent need will lead to a customer who is more ready to buy straight away. Of course, every type of product or service has a different sales cycle, but you need to take these aspects into account as well as competition. They are more than likely to take a look at the competition during that period. Hot leads must be called often to make sure you never miss the final decision. <\/span><\/p>\n\n\n\n<h2><span style=\"font-weight: 400;\">What Questions to Ask During a Qualifying Call?<\/span><\/h2>\n\n\n\n<p><span style=\"font-weight: 400;\">To help you <a href=\"\/blog\/cold-calling-tips\" target=\"_blank\" rel=\"noopener\">structure your qualifying calls<\/a>, here are a few qualifying sales questions you may want to ask. First, ask open-ended questions in order to discover the company\u2019s internal workings and organization.<\/span><\/p>\n\n\n\n<h3><strong>Customer Profile<\/strong><\/h3>\n\n\n\n<ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How big is the company? <\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What industry are they in? <\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How do they manage\u2026?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Have they already set up\u2026?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Which tools have they used in the past? <\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What kind of ecosystem are they working in?<\/span><\/li><\/ul>\n\n\n\n<p><span style=\"font-weight: 400;\">At this stage, the sales rep gets a better picture of the company and how it manages challenges.<\/span><\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-full is-resized\"><img loading=\"lazy\" src=\"https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2019\/06\/cold-callers.png\" alt=\"\" class=\"wp-image-20683\" width=\"400\" height=\"400\" srcset=\"https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2019\/06\/cold-callers.png 800w, https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2019\/06\/cold-callers-300x300.png 300w, https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2019\/06\/cold-callers-150x150.png 150w, https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2019\/06\/cold-callers-768x768.png 768w, https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2019\/06\/cold-callers-125x125.png 125w\" sizes=\"(max-width: 400px) 100vw, 400px\" \/><\/figure><\/div>\n\n\n<p><span style=\"font-weight: 400;\">Then comes the BANT questions<\/span><\/p>\n\n\n\n<h3><strong>Budget<\/strong><\/h3>\n\n\n\n<ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Have you identified a budget range for this purchase?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What do you currently spend now on this problem or need?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Whose budget is this coming out of?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">We\u2019ve calculated that your team is losing X amount per [time period] on this problem. How does that compare to the budget you\u2019ve set aside?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">We\u2019ve calculated your team could potentially gain X amount per [time period] by making this adjustment. How does that compare to the budget you\u2019ve set aside?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How much would it cost to build the system by yourself?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What\u2019s the ROI you\u2019re hoping to see<\/span><\/li><\/ul>\n\n\n\n<h3><strong>Authority \/ Decision-Making Process<\/strong><\/h3>\n\n\n\n<ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Are you in charge of deploying the project?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Who else is involved in decision-making?&nbsp;<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How many people are involved? <\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How much time does it take for your company to buy a product\/service?<\/span><\/li><\/ul>\n\n\n\n<h3><strong>Needs<\/strong><\/h3>\n\n\n\n<ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What are the results do want to get? Increase in revenue? Cutting costs? Saving time?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How will those results affect you, your team and your company?<\/span><\/li><\/ul>\n\n\n\n<h3><strong> Timing<\/strong><\/h3>\n\n\n\n<ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How soon are you planning to deploy the project?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Are there any upcoming deadlines that you have to be ready for?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Are you planning any events, press releases?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What\u2019s your goal for the next six months? Will you be able to meet that goal without outside help?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Working backward from the date you gave me, we\u2019d need to finalize our deal by X. Is that achievable?<\/span><\/li><\/ul>\n\n\n\n<p><span style=\"font-weight: 400;\">If your lead answers most of these questions, they are already far ahead in their decision-making process. Because of that, now might be the time to ask about the competition as it helps your sales reps better understand what your lead is looking for so you can adjust their quotation.<\/span><\/p>\n\n\n\n<p>And here&#8217;s an extra one:<\/p>\n\n\n\n<h3><strong>Competition<\/strong><\/h3>\n\n\n\n<ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Which other vendors have you worked with or are you working with?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Is the lead evaluating your solution or. building their own solution? <\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Have you tried other products?<\/span><\/li><\/ul>\n\n\n\n<p><span style=\"font-weight: 400;\">If you are able to get an answer for all these questions, then you\u2019ve just succeeded in <a href=\"\/blog\/qualifying-prospects-increase-closing-rate\/\" target=\"_blank\" rel=\"noopener\">making great qualifying calls<\/a> with leads that are much likely to close. Create a simple, one-page document with these crucial questions and make sure your SDRs use it.<\/span><\/p>\n\n\n\n<p><span class=\"notion-enable-hover\" data-token-index=\"0\" data-reactroot=\"\">If you want to further improve your prospecting process, learn more in <\/span><a class=\"notion-link-token notion-enable-hover\" href=\"\/academy\/organize-prospecting-and-cold-calling\" target=\"_blank\" rel=\"noopener noreferrer\" data-token-index=\"1\" data-reactroot=\"\"><span class=\"link-annotation-unknown-block-id--1024300633\">this article on how to organize your prospecting and cold calling<\/span><\/a><span class=\"notion-enable-hover\" data-token-index=\"2\" data-reactroot=\"\"> for better qualification.<\/span><\/p>\n\n\n\n<p>As a best practice, choose software that can handle your leads as well as calls, such as\u00a0<a href=\"\/\">noCRM<\/a>. It offers integrations with some of the<a href=\"https:\/\/www.ringy.com\/articles\/business-voip\" target=\"_blank\" rel=\"noopener\"> best VoIP software<\/a> on the market today, such as <a href=\"https:\/\/aircall.partnerlinks.io\/gae75x87zu20\">Aircall<\/a> or <a href=\"https:\/\/www.ringcentral.com\">RingCentral<\/a>.<\/p>\n\n\n\n<h2><strong>Conclusion<\/strong><\/h2>\n\n\n\n<p>A successful qualifying call is about more than just checking boxes\u2014it\u2019s about listening, adapting, and uncovering real opportunities. By following a structured approach rooted in BANT and asking the right questions, your team can focus on leads that are truly ready to move forward. And to make sure nothing falls through the cracks, equip your sales reps with a tool built for efficient qualification and follow-up. With noCRM, you can manage calls, leads, and pipelines all in one place\u2014fully integrated with your favorite VoIP systems. <a href=\"\/\" target=\"_blank\" rel=\"noreferrer noopener\">Try noCRM free for 14 days<\/a> and see how it can power up your qualification process.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 id=\"h-faq\">FAQ<\/h2>\n\n\n\n<div class=\"schema-faq wp-block-yoast-faq-block\"><div class=\"schema-faq-section\" id=\"faq-question-1683714494011\"><strong class=\"schema-faq-question\">What is a qualification call in sales?<\/strong> <p class=\"schema-faq-answer\">A qualification call is a sales call during which you will ask for the right information to determine if the lead is a qualified one. If the lead is a qualified one, it means they match your offer, and there is a chance that they will convert into a customer.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-question-1683714508608\"><strong class=\"schema-faq-question\">What are qualifying questions?<\/strong> <p class=\"schema-faq-answer\">During your cold call to qualify lead, you will ask qualifying questions. These questions will help you know if the lead has the right budget for your product or service, if it suits their needs, if you are speaking to the final decision maker, and when would they be able to implement your product or solution.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-question-1683714594749\"><strong class=\"schema-faq-question\">Why is qualification important for sales?<\/strong> <p class=\"schema-faq-answer\">If you qualify your new leads, you make sure that you fill your sales pipeline with only contacts that can convert. This prevents you from wasting time on bad leads that will never turn into customers. <\/p> <\/div> <\/div>\n","protected":false},"excerpt":{"rendered":"<p>According to reports, 51% of people prefer to text or type instead of speaking directly to someone because, well, everyone looks at their screens these days. That&#8217;s fine if you&#8217;re going about your day-to-day, but it&#8217;s not so good for sales reps trying to qualify prospects over a phone call. Yet, there are ways for&#8230;<\/p>\n","protected":false},"author":5,"featured_media":20613,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[5368],"tags":[4469,4470],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.2 (Yoast SEO v19.6) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Make a Great Qualifying Call<\/title>\n<meta name=\"description\" content=\"Learn how to make a great qualifying call and win deals, ensuring that your call doesn&#039;t end up leading to nowhere.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.nocrm.io\/blog\/make-great-qualifying-call\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Make a Great Qualifying Call?\" \/>\n<meta property=\"og:description\" content=\"Learn how to make a great qualifying call and win deals, ensuring that your call doesn&#039;t end up leading to nowhere.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.nocrm.io\/blog\/make-great-qualifying-call\/\" \/>\n<meta property=\"og:site_name\" content=\"Sales Blog \u23aa noCRM\" \/>\n<meta property=\"article:published_time\" content=\"2019-06-20T14:29:06+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-05-13T11:51:37+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.nocrm.io\/blog\/wp-content\/uploads\/2022\/03\/cold-caller.png\" \/>\n\t<meta property=\"og:image:width\" content=\"800\" \/>\n\t<meta property=\"og:image:height\" content=\"800\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Mariana\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@marils\" \/>\n<meta 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