How to Qualify Your Prospects Beyond the Frameworks

There are myriad frameworks out there to help you qualify prospects. In fact, there are so many that it can be pretty confusing, and – to further complicate matters – there’s no one-size-fits-all framework that works for every business or in every situation.

So how can you free yourself from qualifying frameworks in order to ask the really important questions and qualify prospects in the way that works best for your organization?

I sat down with Liston Witherill, Chief of Sales Insights at Serve Don’t Sell, to get his expert insight on qualification.

According to Liston, Serve Don’t Sell is first and foremost a mindset about how to approach sales: “I tell my clients that if we can help someone, let’s focus on doing that, and if we do it in a methodical way we can also sell something – but we shouldn’t really be selling something to people we can’t actually help.”