Qualifying: The “Big Five” Qualifiers


Duration: 15 mins

What you’ll learn

  • The big five categories for qualifying buyers
  • The three goals of qualification
  • How to create screen test questions to work with suitable and eligible prospects
  • How to apply your emotional intelligence for strategic guidance


Identifying which opportunities to pursue and which it’s better to pass on is a skill which every salesperson needs to know. After this lesson, you will understand the three goals of qualification and how to apply suitability, eligibility and forecasting. You will discover how to quickly qualify the appropriateness of a prospect, and we will guide you on how to subjectively assess how you feel about an account relative to a sales goal and adjust strategically.

Created By:  Chart Learning Solutions