--- tags: A2, Discovery --- # Introduction to qualification & discovery calls :::info :bulb: [A study by Sales Insights Lab in 2019](https://salesinsightslab.com/sales-research/) found out that 50% of prospects will not be a good fit for what you’re selling. ::: **The main objective of qualification stage is to determine whether or not you and your buyer are a good fit for each other so you don’t waste precious time.** Simply put, sales qualification is important to sales organizations because it significantly improves close ratios. Without sales qualification, you risk pursuing leads who aren’t a good fit for the product due to budgetary constraints, organizational challenges, or other factors. &nbsp; ## Understood. How do I qualify leads? Enter discovery calls! A discovery call is the first conversation with a prospect after they show initial interest in your product. The objective of a discovery call is to: :::info **Discovery call objectives** - Understand your buyer's pain points, priorities and goals so you can qualify or disqualify them and effectively sell to them - Close the next meeting: usually a demo ::: During a discovery call, you qualify the prospect for a certain set of criteria pre-defined by your company. <style> body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer { display: none !important; } </style>