How to Qualify B2B Leads Over the Phone in 5 Minutes (Script Included)

Your SDR spends 25 minutes qualifying a lead.

At minute 23: Lead mentions they have no budget allocated.

Result: 25 minutes wasted on an unqualified lead.

The problem: Most SDRs don't have a structured qualification process.

They:

Build rapport for 10 minutes (too long)
Give lengthy company pitch (not necessary yet)
Ask questions in random order (miss key disqualifiers)
Don't know when to cut the call short (be polite even when it's clear they're unqualified)

Top-performing SDRs qualify in 5 minutes with 85%+ accuracy.

How? A proven framework that identifies disqualifiers early and asks questions in the right order.

At SalesUp, we've refined this 5-minute qualification script across 10,000+ calls. Here's the complete framework.

The 5-Minute Qualification Framework

Minute 1: Permission + Context (Build Rapport Fast)

Goal: Get permission to ask questions without lengthy pitch.

Script:

"Hi [Name], this is [Your Name] from [Company].

I saw you [trigger: requested demo / downloaded whitepaper / visited pricing page].

Quick question: Do you have 5 minutes now, or should I call back at a better time?"

[If now:]
"Great! Rather than give you a long pitch, can I ask you a few quick questions to see if we're even a fit? Then I'll know if I can actually help."

[If not now:]
"No problem. When's better - today at 4 PM or tomorrow morning?"

Why this works:

✅ Acknowledges their action (shows you're not random cold caller)
✅ Asks permission (respectful, gets buy-in)
✅ Sets expectations (5 minutes, not 30)
✅ Frames as helping them (not selling)

Red flag: If they say "not interested" immediately, don't push. Politely end call.

Minute 2: Problem Discovery (Find the Pain)

Goal: Identify if they have a real problem you solve.

Script:

"So [Name], what prompted you to [action they took]?

[Let them talk - don't interrupt]

Got it. And how are you handling [problem] today?

[Listen]

Interesting. What's working about that approach? What's not?

[Listen]

On a scale of 1-10, how urgent is solving this?"

Disqualifiers:

❌ "Just browsing" / "Doing research" (no urgency)
❌ "Current solution works fine" (no pain)
❌ Urgency <7/10 (not a priority)

If disqualified:

"Sounds like you're in good shape right now. Mind if I check back in 3 months?"

If qualified (pain exists, urgency 7+): Continue to Minute 3

Minute 3: Budget + Authority (Can They Buy?)

Goal: Determine if they can actually purchase.

Script (Budget):

"Makes sense. And [Name], if we could solve [problem] and deliver [outcome], what would that be worth to you?

[They give a number or say "don't know"]

Typical investments for solving [problem] range from ₹X to ₹Y. Is that in the ballpark of what you'd expect?"

Script (Authority):

"And when it comes to decisions like this, who else typically gets involved?

[They list people]

Got it. So you, [Person A], and [Person B]. And who has final say?

[If it's not them:]
Would [Decision Maker] be open to joining our next conversation?"

Disqualifiers:

❌ Budget is 50%+ below your minimum (can't afford)
❌ No access to decision-maker (can't close deal)
❌ Says "I need to talk to 10 people" (buying committee too large)

If disqualified:

"Thanks for being upfront. Sounds like timing might not be right. Mind if I follow up next quarter?"

If qualified: Continue to Minute 4

Minute 4: Timeline + Process (When Will They Decide?)

Goal: Understand decision timeline and process.

Script:

"And [Name], when are you hoping to have [solution] in place?

[They give timeline]

What's driving that timeline? Why [date] specifically?

[Listen - this reveals urgency]

And walk me through your typical process for evaluating tools like this. What are the steps?"

Disqualifiers:

❌ Timeline >6 months (too far out, will forget)
❌ No specific driver for timeline (not urgent)
❌ Complex evaluation process with 5+ steps (will take forever)

If disqualified:

"That's helpful. Sounds like you're in early research phase. I'll circle back in [timeline - 2 months] when you're closer to deciding."

If qualified: Continue to Minute 5

Minute 5: Next Steps (Book the Demo)

Goal: Schedule specific next step.

Script:

"Okay [Name], based on what you've shared:
- You're dealing with [pain]
- It's costing you [impact]
- You're looking to solve it by [timeline]
- Budget is roughly [range]
- [Decision maker] will be involved

Makes sense?

[Confirm]

Next step would be a 30-minute demo where I can show you exactly how we've helped [similar company] solve [similar problem].

I have [Time 1] or [Time 2] this week. Which works better?"

[Book meeting]

"Perfect. I'll send a calendar invite to you [and Decision Maker if applicable].

Before we hang up: Any questions I haven't answered?"

Confirmation:

"Great. Talk to you [Day/Time]. Looking forward to it!"

The Complete 5-Minute Script (All Together)

Opening (30 seconds):

"Hi [Name], [Your Name] from [Company].

Saw you [trigger]. Got 5 minutes?

[Yes]

Great! Rather than pitch, can I ask a few questions to see if we're a fit? Then I'll know if I can help."

Problem (90 seconds):

"What prompted you to [action]?

[Listen]

How are you handling [problem] today?

[Listen]

What's working? What's not?

[Listen]

1-10, how urgent?"

[If &lt;7: Disqualify politely]
[If 7+: Continue]

Budget + Authority (90 seconds):

"If we could [outcome], what's that worth?

[Listen]

Typical investment is ₹X-Y. Sound reasonable?

[If no: Disqualify]
[If yes: Continue]

Who else is involved in decisions like this?

[List]

Who has final say?

[If can't access: Disqualify]
[If can access: Continue]

Timeline (60 seconds):

"When do you need this in place?

[Date]

What's driving that timeline?

[Listen - verify urgency]

What's your evaluation process?

[If >6 months or complex: Nurture]
[If &lt;3 months and simple: Continue]

Close (60 seconds):

"Got it. So [recap].

Next step: 30-min demo where I show how we helped [similar company].

[Time 1] or [Time 2]?

[Book]

Perfect. Calendar invite coming. Questions?

[Answer]

Talk [Day/Time]!"

Total: ~5 minutes

Advanced Techniques

Technique 1: The Disqualification Test

What: Suggest they might not be a fit (reverse psychology).

When: Midway through call if you're unsure they're qualified.

Script:

"[Name], based on what you've shared, I'm not sure we're the right fit because [reason].

We typically work with companies that [criteria].

Does that sound like your situation?"

Why it works:

✅ If they're not qualified, they'll agree (saves time)
✅ If they are qualified, they'll push back and prove it (reveals true qualification)

Example:

"[Name], I'm not sure we're a fit. We typically work with companies that have at least ₹10L budget and want to implement within 3 months.

Is that your situation?"

[If no: They disqualify themselves]
[If yes: They've just confirmed budget and timeline]

Technique 2: The Comparison Question

What: Ask how they're evaluating alternatives.

Script:

"Are you looking at other solutions besides us?

[Yes/No]

Who else are you considering?

[They list 2-3 competitors]

Got it. And what will be your main criteria for choosing?"

Why it matters:

Reveals if they're serious (comparing = active evaluation)
Shows your competition (adjust positioning)
Uncovers decision criteria (helps you win)

Technique 3: The Champion Question

What: Identify who internally will advocate for you.

Script:

"Who on your team would benefit most from solving [problem]?

[Person X]

Would they be willing to join our demo?

[If yes: Great, you have a champion]
[If no: Red flag, no internal advocate]

Why it matters:

Champions drive deals forward
No champion = deal stalls
Identifying early = higher close rates

Technique 4: The Red Flag Test

What: Ask about past buying decisions to predict future behavior.

Script:

"Have you bought software like this before?

[Yes/No]

[If yes:] How did that go? Any surprises in the process?"

Red flags to listen for:

"We bought but never implemented" (will happen again)
"We evaluated for 18 months" (slow decision-makers)
"We had to involve 15 people" (complex buying committee)

Green flags:

"We decided in 2 weeks and went live in a month" (fast decision-makers)
"Just the VP and CFO signed off" (simple process)

Handling Objections During Qualification

Objection 1: "I need to think about it"

What they mean: "I'm not convinced this is urgent"

Response:

"Totally understand. Quick question: What specifically do you need to think about?

[They'll reveal the real objection]

[Address it]

Fair enough. Is this something you want to solve this quarter, or is it more of a 'nice to have'?"

Objection 2: "Send me some information"

What they mean: "Get off the phone, I'll ghost you"

Response:

"Happy to! Before I do, two quick questions so I send the right stuff:

1. What specifically would you want to see?
2. If the info looks good, what's the next step?"

[If they can't answer these, they're not serious]

Objection 3: "I'm too busy right now"

What they mean: Either "This isn't a priority" OR "Bad timing"

Response:

"I get it. Quick question: Is this a bad time, or is [problem] just not a priority right now?

[Bad time:] "When's better - next week?"

[Not priority:] "Got it. When would it become a priority?"

Objection 4: "What's the pricing?"

What they mean: "I want to disqualify you based on price"

Response:

"Great question. Pricing depends on [variables].

Before I throw numbers at you, can I ask: What budget range were you thinking?"

[They'll reveal their budget, then you know if they can afford you]

Common Qualification Mistakes on Calls

Mistake 1: Talking Too Much

What happens: SDR talks 70% of call

Result: Don't learn enough to qualify

Fix: 70/30 rule - Prospect talks 70%, you talk 30%

Mistake 2: Accepting Vague Answers

Example:

SDR: "When do you want to start?"
Prospect: "Soon"
SDR: "Great!" (Moves on)

Fix: Press for specifics

"When you say 'soon,' do you mean next month or next quarter?"

Mistake 3: Not Taking Notes

What happens: Forget key details, ask same question twice

Fix: Use CRM with call notes template

Mistake 4: Skipping Disqualifiers

What happens: Want to book meeting, ignore red flags

Fix: Disqualify ruthlessly - focus time on qualified leads

The Qualification Scorecard

Use this during/after calls:

Criteria	Score	Notes
Pain (1-10)	___	What's the specific problem?
Urgency (1-10)	___	How urgent is solving it?
Budget (1-10)	___	Can they afford ₹X?
Authority (1-10)	___	Access to decision-maker?
Timeline	___	When will they decide?
Total (/50)	___	35+= Qualified

Actions:

40-50: Hot - Book demo ASAP
30-39: Warm - Book discovery call
20-29: Cold - Nurture campaign
<20: Disqualify

Case Study: 5-Minute Qualification Increased Meetings 40%

Company: B2B SaaS, inside sales team, 8 SDRs

Before:

Average qualification call: 22 minutes
180 calls/day (team)
45 qualified leads/day
25% actually qualified (many false positives)

After (5-min framework):

Average qualification call: 6 minutes
300 calls/day (team - 67% more!)
63 qualified leads/day
75% actually qualified (fewer false positives)

Results:

+40% more qualified leads per day
-70% wasted time on unqualified
+85% rep satisfaction (not wasting time)

What SalesUp Does

Our SDRs use this 5-minute qualification framework for all clients.

Our process:

Lead comes in → We call within 5 minutes
Run 5-minute qualification script
Score lead (0-50 scale)
If 35+: Book demo for you
If <35: Politely nurture or disqualify

Result:

75-80% of leads we pass to clients actually close
No wasted time on unqualified leads
Your team focuses on demos, not qualification

Book a demo to see our qualification in action.

Qualify fast. Disqualify faster. Focus on real opportunities.