Not every lead is a good fit for a product or service — no matter how strongly a salesperson believes they are (or wants them to be). Buyers don’t buy just because they have a serious need, a looming deadline, or money to burn. They buy because of a combination of all of these factors, and more. During sales qualification, salespeople can’t simply focus on establishing a fit on one of these criteria. They have to establish a fit on all the relevant factors.

While the specific sales questions a rep asks will depend on the product or service they sell, here are 18 solid conversation starters that can help you recognize who’s a successful customer in the making, and who’s barking up the wrong tree.

18 Sales Qualification Questions

1) What’s the business problem you’re seeking to fix with this offering?

Change isn’t easy, and businesses don’t…