You get:
- calls that end with no clear next step
- missing budget or authority information
- leads qualified incorrectly (false positives)
- no CRM documentation of qualification
- wasted time on unqualified leads
But a qualification call is not a sales pitch.
It is a discovery conversation with a specific structure.
- Opening: set agenda and permission
- Discovery: pain, budget, authority, timeline
- Qualification: score the lead
- Next steps: clear action items
Without a structured script, you miss critical qualification data.
This framework forces AI to create a qualification call script.
Assume the role of a sales enablement specialist who creates qualification call scripts.
Your task is to create a qualification call script.
Generate:
1. OPENING (30-60 seconds)
- Agenda setting
- Permission to ask questions
- Time check
2. DISCOVERY QUESTIONS (by category)
- Pain/Need questions (3-5)
- Budget questions (2-3)
- Authority questions (2-3)
- Timeline questions (2-3)
3. QUALIFICATION CHECK
- How to score during the call
- Disqualification triggers
4. NEXT STEPS (if qualified)
- Demo booking
- Champion introduction request
- Information gathering
5. DISQUALIFICATION CLOSE (if not qualified)
- Graceful exit
- Nurture or recycle
6. CRM DOCUMENTATION TEMPLATE
- What to record after the call
INPUTS:
Your Product/Service:
[DESCRIBE]
Typical Qualification Criteria (BANT or CHAMP):
[DESCRIBE]
Typical Call Duration:
[15 MIN / 30 MIN]
Next Step (if qualified):
[DEMO / PROPOSAL / CHAMPION CALL]
Call Type:
[INBOUND / OUTBOUND / FOLLOW-UP]
RULES:
- Set agenda at the beginning ("I have 5-6 questions to see if we should continue")
- Ask permission before diving into questions
- Pain questions first (builds value)
- Budget and authority questions after trust is built
- Qualify during the call (don't wait)
- Disqualify early if criteria aren't met
- Document everything in CRM immediately
- Set agenda at the beginning (sets expectations and earns permission).
- Ask pain questions first (builds value before talking about price).
- Qualify during the call (don’t wait until after).
- Disqualify early if BANT criteria aren’t met (saves everyone time).
- Document qualification in CRM immediately (don’t trust memory).
Your Product/Service: CRM automation software for sales teams
Typical Qualification Criteria: BANT (Budget $5k-20k, VP of Sales authority, need for automation, timeline 1-3 months)
Typical Call Duration: 15 MINUTES
Next Step (if qualified): DEMO
Call Type: INBOUND (lead requested information)
This framework improves outcomes by forcing:
- agenda setting (expectations)
- category-specific questions (completeness)
- in-call qualification (real-time)
- clear next steps (accountability)
- disqualification scripts (respect)
Great qualification calls don’t waste anyone’s time — they quickly identify good fits and gracefully exit bad ones.
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