A direct, straight line of sales inquiry uncovers prospect truth fast. Sales qualification questions should have bite; focus on prospect pain and what impact the solution will deliver. Please note, what impact on the organization like increased sales, top line growth, better position in the market, etc. Questions the pain situation, and find out the benefits, measured in dollars, of the solution.  

In this slow market, sales guys neeed to move faster. Sales pros must find projects that will close in the next quarter or two. Sales Executives don't beat around the bush. They are mercenary in cutting sales guys that do not have action in pipeline. The Sales Pros search for projects must be relentless and must bear fruit.

BANT, the IBM standby, is the roadmap. BANT is:

• What is your budget?
• Who is the person that makes the final decision?
• What is your need?
• What is your timeframe?

The BANT process uncovers prospect truth. And gets the sales guy to the heart of the matter fast. Now he can schedule resource to his sales process or continue to hunt.