The 15 Imperatives of Successful Prospecting & Qualifying

by | Mar 25, 2014 | Sales Motiviation

By Jeff Beals

  1. Don’t neglect top-of-funnel prospecting even when you’re busy closing a couple deals at once.
  2.  Your targeted prospects truly should be the people whose problems you are best equipped to solve.
  3. Leads from branding and marketing efforts are nice, but, over time, your future depends on clients you go out and get.
  4. A prospect who does not look so promising at first can become a desirable one if you see him or her through a different lens.
  5. Buy prospecting lists but remember the best information comes from asking a lot of questions of many people.
  6. Log every prospect conversation so you never end up going back on your word.
  7. If you are blessed with support staff, delegate everything except those things that can only be done by a sales pro—you.
  8. By targeting diamonds in the rough, you enjoy access to the prospect without the burden of heavy competition.
  9. Keep an open mind. A prospect might be able to fill more than one client role.
  10. Referrals work better when you really know the referrer.
  11. Never take a strong referral for granted. You still need to earn the business.
  12. The earlier you qualify, the more efficient you’ll be. Part of qualifying is determining if the client is right for you.
  13. Don’t be star-struck by a too-good-to-be-true prospect.
  14. Personally qualify instead of relying on second-hand information.
  15. While elimination of suspects is the goal of qualifying, be careful not to dismiss too soon.

Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to or email at or call us at (402) 637-9300.

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Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. He delivers compelling speeches and sales-training workshops worldwide. He has spoken in 5 countries and 41 states. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

To discuss booking a presentation, go to or send an email to

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