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tags: Week 7, H3, M11
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# Introduction to qualification
:::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.

 
## 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.

We will cover this shortly, for now let’s have a look at the Module Summary 👇

 
## Module Summary
Don’t worry, we will walk you through everything you need to know to ensure you perform the most effective discovery calls possible.

We will cover:

:::info
**Module 7 sections**

1. **Introduction to qualification and discovery calls**
We will cover why it’s important to qualify leads, and one of the most effective frameworks to do so: BANT. We will then introduce you to the basics of discovery calls.

2. **Step 1: Plan and research**
We will dive deep into the first step of conducting a succesful discovery call - preparing well!

3. **Step 2: Introductions - setting the tone**
We will continue by covering how to manage the initial minutes of a discovery call to set ourselves up for success.

4. **Step 3: Need Discovery - Effective listening and questioning**
The bulk of the call will be discovering your prospects needs and pain points. We will give you a framework on how to do that.

5. **Step 4: Qualify and close**
We will finally cover how to qualify the prospect once you’ve established buy-in, and how to effectively close the next steps.

6. **Your turn: assignments**
You will be tasked with creating your discovery call script and conducting your mock discovery call.
:::

Ready? Let's go!
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