Kevin "KD" Dorsey explains how to qualify prospects by asking if your solution solves their problem, then listening for a firm "hard yes." After that, ask "why" to uncover what matters most and align your next steps with their outcome, not your sales goals.
And the key here is asking them if they think it will solve a problem, not if they want to buy. Right. And you really have to listen here for a hard yes. Anything else? You need to back up and dig in so it looks like this. So, hey, you know, Katie, before we talk next steps and pulling people in, what do you think? Do you think this would potentially solve XYZ better than what you're doing right now? This is so important. Do you think it will solve xyz? We're still agreeing that there's a problem. We're agreeing that we'll solve it, and we're getting commitment from them. And you're listening for a hard yes? Yeah, I do. Next question. Why? Which part really stood out? What would change if you did? This is important because now everything that follows, if we get a hard yes and a why, everything that follows is about helping them get what they want, not what we want. And you'll see how this adds up.
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