Best Ways to Qualify an Industrial Lead Using Sales Qualifying Questions

Sales representatives can use sales qualifying questions in their industrial lead qualification to determine important details about their potential prospect. For example, a sales rep can determine the industrial prospect’s budget, pain points, business problems, and stakeholders involved in their buying decision. Sales qualifying questions for industrial lead can determine if an interested prospect is a likely to become a customer. They are used to identify and determine the industrial prospects need. Let’s take a look at some of the sales qualifying questions to help full the sales funnel.

1. Understanding Motivation

The first step is to know the challenges and goals of your industrial prospect. Ask yourself, what problem(s) are they trying to solve? Avoid generic “yes” or “no” questions. Instead, ask open-ended questions that encourage the industrial prospect(s) to share specifics. For example:

• "What are the top challenges your sales team is currently facing that have led you to look for a solution like ours?"
• "What results are you hoping to achieve by implementing a new solution?"
• "How are these challenges impacting your business today, in terms of production, cost, or efficiency?"

2. Identify the Decision-Making Process

In industrial sales, the person you initially speak with may not be the ultimate decision-maker. Be sure to ask:

• "Who else is involved in the decision-making process?"
• "What does your internal process look like for evaluating and approving new suppliers?"
• "What concerns might other stakeholders have that we should address early on?"

3. The Budget

Questions about buying decisions help identify the best person or department to contact. The next step is to understand the industrial lead’s budget. These questions help you gauge the seriousness of the lead and whether they are financially ready to proceed.

• "Do you have a budget allocated for this project this year?” Or “Are you planning for next year (when applicable)?"
• "What's your timeline for making a decision and implementing a solution?"
• "What happens if you don't find a solution in this timeframe? What's the cost of inaction?"

4. Understand Their Current Situation and Competitors

Lastly, assess the industrial prospect’s current solution, aka your competition. By asking these questions, you can refine your sales pitch to directly counter any issues the prospect has with the competition. 

• "What solution are you currently using to address this issue?"
• "What do you like and dislike about your current setup?"
• "Are you evaluating other potential solutions or vendors? Can you share with me who that is?"

Integrate The Questions into Your Sales Process

Overall, sales qualifying questions give a deeper understanding of your industrial prospect’s needs. Don’t forget to remain professional place these questions…conversationally. You’ll get more information that way. Be authentic and interested in your prospect’s needs. Match the prospect’s energy/mood – if they are energetic, then match this mood. This helps the prospect feel comfortable and give you the information you need to ultimately make the sale.

Now You Answer the Questions!

Take these same questions, and answer them for our Prospecting Services. Our Prospecting Services are specific for the industrial marketplace. We help fill the sales funnel with qualified appointments based on your best customers. How does it all work? Contact us today to find out.