---
# System prepended metadata

title: Finalizing qualification
tags: [Week 7, ' M11', ' H3']

---

---
tags: Week 7, H3, M11
---
# Finalizing qualification
:::info 
**You're in step 4 of a discovery call:** Qualify and close
::: 

Alright, so now you know how to structure the main part of a discovery call. You've:

- Established rapport
- Set the agenda
- Guided the prospect through need discovery

At this stage, two things might have happened: 

1. **You realised there is no need for you to solve.** 
2. **You realised there is a clear need you can solve**, and your prospect has acknowledged your solution would add value to them. 

Remember your objectives at this stage:
:::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
:::

If you're under situation number 1, you fulfilled your objective at this stage which was to disqualify the prospect. There's no need for you to solve. Thank them, and ensure to stay in touch in case they have a need you can solve in the future. 

If you're in situation 2 - it's time to continue qualifying the lead and move closer to winning the deal!

&nbsp;
## Finalizing qualification
Once you've identified a clear need and the customer has demonstrated their interest in your solution, we can go on to qualify for the three missing criteria from the BANT framework:

**Budget**
If the person or company doesn't have the budget to spend on your solution,  he/she won't be an interesting opportunity. 

**Authority**
They might be interested and have the budget, but not the authority to make a decision. If this is the case, try to get an intro to the person in charge.

**Timeframe**
If they're not open to purchase in the immediate future, you should make a note to follow up with them when they're ready to do so.
&nbsp;
## How do I do that?
Here are some questions you can use to qualify your prospects in each of these areas:

**Budget**
1. How much would you spend on similar products/services?
2. Whose budget is this coming out of?
3. How much budget do you personally have to spend?

**Authority**
1. Who will be using the product?
2. Will anyone else be involved in this decision?
3. What is your usual decision-making process?

**Timeframe**
1. Are there any upcoming events/deadlines for which you'd like to have a solution in place? If so, by when?
2. When is the latest you want to have a decision set in stone?
&nbsp;
## What happens next?
Remember, for a prospect to be considered an opportunity, they need to qualify under all 4 criteria from the BANT model. 

Here's what to do in each case scenario:

### They don't have the Budget
Try to determine when and if they will have a budget in the future, and make a note to check in with them then.

In your CRM, mark them as "Disqualified - no fit" and make a note that they currently don't have the budget. 


### They don't have the Authority
Try to get an intro to the person that is in charge of making the decision to purchase as next steps. Repeat the discovery call process with them. 
In your CRM, mark them as "Disqualified - no fit" and make a note that they are not the decision-maker


### It's not the right Time
Try to determine when would be a better time, and make a note to check in with them then.
In your CRM, mark them as "Disqualified - no fit" and make a note that it is not the right time for them


### They have the Authority and the Budget, and it's the right Time

:::success 
🥳 Congratulations! 
::: 

You just generated your first opportunity.

Let's see how to close the next steps in the upcoming lesson.


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