Qualification: Protecting Your Time

Purpose of This Lesson

To help you qualify before you demo or propose.

5.1 Why Qualification Is Respect

Qualification:

• Protects your time
• Protects customer time
• Increases close probability

5.2 Core TFAM Qualification Questions (Explained)

• How many assets?
  → Indicates scale
• Last inventory?
  → Indicates pain freshness
• Audit findings?
  → Indicates urgency
• Ownership model?
  → Indicates governance maturity
• Decision authority?
  → Indicates seriousness

If answers are vague → slow down and educate.