Qualification IQ Self-Assessment Quiz

Answer honestly based on what you'd actually do, not what sounds right. Score: (a)=0, (b)=1, (c)=2 unless noted.

Pain-testing (Q1–3)

1. A prospect says "we're just exploring." You: (a) send a deck (b) ask a qualifying question (c) ask what specifically prompted them to explore now
2. Prospect describes a problem in vague terms. You: (a) move to pitch (b) ask one clarifying question (c) keep asking 'what does that cost you' until you get a number
3. Prospect says the current tool is 'fine, just a bit slow.' You: (a) accept it (b) probe once (c) ask what 'fine' would need to become for them to actually switch

Authority-mapping (Q4–6)

1. One contact says "I can get this approved." You: (a) take it at face value (b) ask if anyone else needs to sign off (c) ask them to map the full approval chain and who could still say no
2. You've only ever spoken to one person on a $50k deal. You: (a) keep going (b) mention it's worth involving others (c) make a multi-thread ask a condition of the next step
3. Champion goes quiet for two weeks. You: (a) wait it out (b) email once (c) ask directly whether something internally has stalled or changed

Budget-sensing (Q7–9)

1. Prospect won't discuss numbers. You: (a) drop it (b) ask directly for a budget figure (c) ask what they'd expect to invest to fix a problem of this size
2. Prospect names a number lower than your price. You: (a) discount immediately (b) push back on price (c) reconnect the number to the cost of the problem staying unsolved
3. No budget line exists yet. You: (a) treat it as disqualified (b) note it and move on (c) ask what it would take to create a new budget line for this

Timeline-testing (Q10–12)

1. Prospect says "sometime this year." You: (a) accept it (b) ask for a rough month (c) ask what's forcing a decision by any date at all
2. A stated deadline seems soft. You: (a) trust it (b) note the risk (c) ask who set it and what happens if it slips
3. No compelling event exists. You: (a) push for a close date anyway (b) note low urgency (c) treat it as a lower-priority deal and say so internally

Walk-away discipline (Q13–15)

1. A deal is missing budget, authority, and urgency. You: (a) keep chasing it (b) deprioritize quietly (c) tell the prospect directly this isn't the right time and offer to reconnect later
2. Manager asks about a clearly stalled deal. You: (a) say it's 'still moving' (b) flag it's slow (c) give an honest score against your qualification criteria
3. A high-activity lead has zero real pain. You: (a) keep nurturing hard (b) deprioritize (c) disqualify and redirect the time to a better-fit lead

Scoring

24–30: Elite qualifier — you protect your pipeline and your time ruthlessly. 16–23: Solid, with gaps — check which competency area scored lowest below. 8–15: Reactive qualifier — you're likely chasing unqualified pipeline. 0–7: Order-taker mode — qualification isn't happening; start with the BANT Guide and Discovery Questions Cheat Sheet in this library.

Competency breakdown

Sum Q1–3, Q4–6, Q7–9, Q10–12, Q13–15 separately (max 6 each). Any area scoring 2 or below is your priority skill to build next — cross-reference it against the matching resource in this library (e.g., low Authority-mapping → work the BANT Guide's Authority pillar and the MEDDPICC Champion field).