How to Have the Perfect Qualification Call

Sophia Obrecht
February 15, 2021

Want to learn how to perfect your sales qualification calls? Check our guide with insights on using the CHAMP framework for your calls.

Do you want to shorten your sales cycles and close more deals? Fed up with pursuing sales leads that lead you nowhere?


When it comes to prospects it’s time to prioritize quality over quantity. Sales qualification calls can help you do just that by making sure you get all the right information from a sales lead to decide if you should move them forward in the sales process. In other words this stage of the sales cycle helps you decide if you should qualify a sales lead, and it is a key stage in achieving sales success.

A sales qualification call is an often-overlooked point of the sales cycle (learn more about the different stages of a sales cycle here). But when used correctly and successfully a sales qualification call can effectively shorten your sales cycle and help you close deals in the long term. Don’t skip this step it might just give you the competitive advantage above other sales teams.

The easiest way to describe a sales qualification call is “A call you help you find out whether your lead has the potential to become a prospect.” If you're new to sales, you might be asking what’s the difference between a sales lead and a prospect? A prospect is someone you can actually sell to, and so if your qualification call is carried out effectively it can help you pinpoint if a contact is really worth perusing. A qualification call will help you determine if they are a right fit for you and perhaps most importantly if you are a right fit for them.

Lucky for you, we've put together a complete guide to the Perfect Qualification Call complete with the basics of sales qualification and a detailed look into the CHAMP framework for sales qualification calls which you can use as a template for your next qualification call.

Are you ready to implement quality qualifications calls into your sales cycle? Check out our guide on How to Have the Perfect Qualification Call.


What’s in the Guide?


👉      Why is a qualification call critical to your sales process?

👉      What are the goals of a qualification call?

👉      How to use the CHAMP framework to structure the perfect qualification call.  

👉      Tips and Tricks to engage with prospects.