Qualifying Your Prospective Clients during the Selling Cycle

By Tom Hopkins

Part of Selling For Dummies Cheat Sheet

When you first meet with prospective clients, you need to qualify them — in other words, you need to see whether the product or service you sell meets their needs. To help you remember what to ask during this stage of the selling cycle, use this creatively spelled acronym — NEADS:

  • N: What does your prospect have now?

  • E: What does your prospect enjoy most about what she has now?

  • A: What would your prospect alter or change about what she has now?

  • D: Who is the final decision-maker?

  • S: Tell your prospect of your goal to help her find the best solution.