One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways.

But it’s not always immediately obvious which path to take. That’s where sales qualification comes in. By asking the right questions, you’ll be able to determine whether the relationship should continue, and if so, what next steps are appropriate. This guide will walk you through the fundamentals of sales qualification, five different frameworks you can use, and provide pointers on disqualification and conversational tip-offs to listen for.

Use the table of contents below to navigate through the guide:

1. What Is a Qualified Prospect?
2. When to Disqualify
3. Why Disqualifying Isn’t a Bad Thing
4. What Is a Qualifying…