Setting parameters to qualify sales opportunities is also referred to as setting the ground rules. The process eliminates surprise and both parties are able to work toward a clear future. A strong rapport has to be established and ground rules have to be set before the qualifying begins.

Once the prospects are comfortable with you and they are not only talking a great deal but you are listening attentively; that’s the perfect time to ask a qualifying question, “By the way, how much time have you set aside for our meeting?”

It is important to establish time allocation up front. If they are qualified for a presentation, then, you will know if you have enough time to make a sale. If there is not enough time, it allows you to focus on qualifying the prospect and getting a clear picture of the future; in particular, what will happen next.

It is recommended you determine what the prospect would like to cover during their allotted time frame. This becomes their objective. Finally, you may introduce what you would like to accomplish. Always remember that their objective is more important than yours.

Once the objectives have been established, you can generate an agenda if necessary or directly attain permission to ask questions and take notes.

It may become necessary to prepare the prospect for a potential “no” answer. Simply inform the prospect,” I cannot solve all the problems in the world and may not be able to solve yours either. If I can’t, would it be ok if I said no, I cannot help you?” The prospect will probably show signs of appreciation at this point together with a sense of relief. At this time, continue to build a pleasant rapport by asking, “If you feel I cannot help you, are you ok with telling me no? All I want is for us to be honest with each other and work on a yes/no basis. I don’t want to waste your time. Are you ok with that?”

Now you can move onto qualifying buying motivators by asking specific questions.

You must understand it is not about you, it is all about the prospects! Your objective is to make them feel comfortable and not to waste their time but to work within prearranged guidelines. These are qualifying guidelines that you lead them to by asking certain questions so they feel they are in control.