--- title: "Appointment Setting Skills Overview - Skill 2: Knows How to Qualify B2B Prospects" description: In order to qualify leads effectively, an appointment setter needs to know how to use lead qualification frameworks. image: https://blog.jemmarketing.co.uk/hubfs/Homepage%20Header.jpg --- [![jem-ltd-logo-3](https://blog.jemmarketing.co.uk/hubfs/jem-ltd-logo-3.svg "jem-ltd-logo-3")](https://blog.jemmarketing.co.uk/) ![Menu Icon](https://blog.jemmarketing.co.uk/hubfs/raw_assets/public/Jem_Sales_and_Marketing_January2022/images/menu.svg) - Services - [Email Marketing](https://www.jemmarketing.co.uk/email-marketing) - [Appointment Setting](https://www.jemmarketing.co.uk/appointment-setting) - [Data Enrichment](https://www.jemmarketing.co.uk/database-enrichment) - [Market Research](https://www.jemmarketing.co.uk/market-research) - [Sales Lead Generation](https://www.jemmarketing.co.uk/sales-lead-generation) - [Importers and Exporters Database](https://www.jemmarketing.co.uk/importers-exporters-database) - [Sectors](https://www.jemmarketing.co.uk/sectors) - [Blogs & Articles](https://blog.jemmarketing.co.uk/blogs-articles) - [About Us](https://www.jemmarketing.co.uk/about-us) - [Video Testimonials](https://www.jemmarketing.co.uk/video-testimonials) - [Case Studies](https://blog.jemmarketing.co.uk/case-studies) - [FAQ](https://www.jemmarketing.co.uk/choosing-telemarketing-agency-faq) - [Contact Us](https://www.jemmarketing.co.uk/contact-us) ![Phone](https://blog.jemmarketing.co.uk/hubfs/raw_assets/public/Jem_Sales_and_Marketing_January2022/images/phone-receiver.png) [01933 271717](tel:+441933271717) # Blogs & Articles [Blogs Articles](https://blog.jemmarketing.co.uk/blogs-articles) ## 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: JEM Marketing Appointment Setting Skills Overview - Skill 1: Agenda (Part 1: Timetable) List - [**'ChAMP'**](https://blog.jemmarketing.co.uk/blogs-articles/appointment-setting-skills-overview-skill-2-knows-how-to-qualify-b2b-prospects#ChAMP) - [**'ANUM'**](https://blog.jemmarketing.co.uk/blogs-articles/appointment-setting-skills-overview-skill-2-knows-how-to-qualify-b2b-prospects#ANUM) - [**'FAINT'**](https://blog.jemmarketing.co.uk/blogs-articles/appointment-setting-skills-overview-skill-2-knows-how-to-qualify-b2b-prospects#FAINT) - [**'MEDDIC'**](https://blog.jemmarketing.co.uk/blogs-articles/appointment-setting-skills-overview-skill-2-knows-how-to-qualify-b2b-prospects#MEDDIC) - [**'GPCTBA/C&I'**](https://blog.jemmarketing.co.uk/blogs-articles/appointment-setting-skills-overview-skill-2-knows-how-to-qualify-b2b-prospects#GPCTBA) - [**'NEAT'**](https://blog.jemmarketing.co.uk/blogs-articles/appointment-setting-skills-overview-skill-2-knows-how-to-qualify-b2b-prospects#NEAT) ### 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. 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