Five questions that sort buyers from browsers.

Why qualify at all

Sales hours are the scarcest resource in most businesses. Every hour spent on a lead who was never going to buy is an hour not spent on one who would. Qualification points your people at the right enquiries first.

Done well, it also helps the customer. Someone who needs something you do not offer is better told quickly. Someone who is ready now should not wait in a queue.

The five areas

• Need: what are they trying to achieve?
• Timing: when do they want it done?
• Budget range: what range feels comfortable? Ask for a range, not an exact figure.
• Decision: who else is involved in deciding?
• Fit: location, size or category. Are they someone you serve?

You will not need all five for every business. A clinic cares most about need and timing. A manufacturer cares about quantity and location. Start with the three that best predict a sale in your business.

Ask like a person, not a form

A long form feels like an interrogation. In a chat, the same questions feel like help. Ask one at a time, explain why you ask, and let people skip what they are not ready to share.

Form: Budget (required). Conversation: To suggest the right options, roughly what range are you comfortable with?

Turn answers into a score

A simple points scheme is enough to start. The weights below are an example. Your own weights should come from your own deals.

Route by score

• Hot: alert a salesperson immediately with the chat summary attached.
• Warm: start a follow-up sequence and remind someone to call.
• Cold: send helpful information and check back later.

Keep the score honest

• Do not ask everything up front. Two or three questions are enough to start.
• Do not score things that do not predict a sale.
• Do not hide the option to speak to a person.
• Every month, compare scores with what actually closed, and adjust the weights.