Appointment Setting Skills Overview - Skill 2: Knows How to Qualify B2B Prospects

Introduction

In order to qualify leads effectively, an appointment setter needs to know how to use lead qualification frameworks, which include:

ChAMP

ChAMP asks whether or not a lead’s issues are fixed by the business’s product/service, and it stands for:

• ‘Challenges’; does the service/product fix the lead’s challenges?
• ‘Authority’; does the person that the appointment setter is speaking to have the authority to make a decision?
• ‘Money’; does the lead have the right budget for the service/product?
• ‘Prioritisation’; are the lead’s challenges a priority at the moment?

ANUM

ANUM prioritises the authority of the person that the appointment setter is speaking to over the lead’s budget, and it stands for:

• ‘Authority’; does the person that the appointment setter is speaking to have the authority to make a decision?
• ‘Need’; does the lead need the product/service?
• ‘Urgency’; does the lead urgently need the product/service?
• ‘Money’; does the lead have the right budget for the product/service?

FAINT

FAINT prioritises the budget of the person that the appointment setter is speaking to, asking “How interested is the lead in making the purchase?” It stands for:

• ‘Funds’; does the lead have enough money for the product/service?
• ‘Authority’; does the person that the appointment setter is speaking to have the authority to make a decision?
• ‘Interest’; is the lead interested in the product/service?
• ‘Need’; does the lead need the product/service?
• ‘Timelines’; does the lead urgently needs the product/service?

MEDDIC

MEDDIC is a method used to determine whether or not the business should spend effort getting the lead into the sales funnel, and it stands for:

• ‘Metrics’; what does the business’s product/service solves within the lead?
• ‘Economic Buyer’; does the person that the appointment setter is speaking to have the authority to make a decision?
• ‘Decision Criteria’; what are the criteria for making a decision?
• ‘Decision Process’; what is the process for making a decision?
• ‘Identify Pain’; does the lead needs the product/service?
• ‘Champion’; is there somebody within the lead’s business who can help the business sell the product?

GPCTBA/C&I

GPCTBA/C&I helps the appointment setter have an effective response to the client’s behaviour, and it stands for:

• ‘Goals’; what are the lead’s goals?
• ‘Plans’; what does the leads want to achieve in the near future?
• ‘Challenges’; which of the lead’s challenges can the service/product fix?
• ‘Timeline’; does the lead urgently need the product/service?
• ‘Budget’; does the lead have the right budget for the service/product?
• ‘Authority’; does the person that the appointment setter is speaking to have the authority to make a decision?
• ‘(Negative) Consequences’; what are the consequences of doing nothing?
• ‘(Positive) Implications’; what results will the product/service create?

NEAT

NEAT encourages the appointment setter to listen to the lead’s needs, and it stands for:

• ‘Need’; does the lead need the product/service?
• ‘Economic Impact’; what results will the product/service create?
• ‘Access to Authority’; does the person that the appointment setter is speaking to have the authority to make a decision?
• ‘Timeline’; does the lead urgently need the product/service?

Conclusion

We have covered lead qualification frameworks, which include ChAMP, ANUM, FAINT, MEDDIC, GPCTBA/C&I and NEAT.