One of the most important steps while cold calling is to qualify the prospect. By qualifying properly, you will be using your selling time most effectively.

Four steps to qualifying on the cold call

1) Make sure you have the decision-maker – After the opening of your cold call, your first question should simply be: “Are you the one who makes the buying decisions for (whatever it is you’re selling)?” Once you get an affirmative reply, find out if anyone else is involved. Ask, “And who else is involved in the decision-making process?”

2) Make sure there is a need for your product – The next step in your cold call is to make sure there is a need for your product. In addition, you are looking for ways in which you can best help the prospect.

Examples of cold calling “need” qualifying questions:

3) Find out exactly what the prospect is looking for – A question that applies to almost any product or service is, “What’s most important to you price, bells, and whistles, or options, opportunities to upgrade?”

Here are more good questions:

4) Make sure the prospect can afford your product – You now need to qualify for affordability.

Examples of cold calling “money” qualifying questions:

Remember, you’ve got this!


Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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