Rethinking Sales - Qualifying a deal

The biggest quandary of a salesperson is chasing leads which are vague and require a lot of investment in terms of time and money. To qualify sales prospects on the basis of their ‘readiness to buy’, therefore becomes a good business decision. Qualifying a sales deal allows a business to ascertain the amount and nature of efforts required to work only on the leads which are more likely to be converted in to an actual sale. Following questions can be effectively answered by qualifying a sales deal: Is there a need to personally visit the customer? Will a phone contact suffice? Is a presentation or a demo required to explain the product/service in a better manner? How much effort needs to be placed to close a potential customer? Is this account big enough to put in our best person for the job?