Lead qualification assesses how well a prospective customer fits an offer and how ready they are to buy. Common considerations include their needs, budget, timing and who makes the decision. The criteria should fit the business and the type of sale. Source: Salesforce: Lead qualification

Ask enough to prepare a useful quote

For a holiday enquiry, agree which details the adviser needs first: dates, party size, budget and the traveller’s priorities. Explain why you are asking. This helps the adviser decide what to research without turning the conversation into an unnecessarily long questionnaire.

Record uncertainty as well as readiness

Use clear notes such as “dates undecided” or “waiting for family agreement”. Give the enquiry an owner and a sensible next step. Recording the missing information makes it easier for another adviser to continue the conversation without making the traveller start again.

Written and updated by Travelgenix. Sources checked on 19 October 2026. Practical advice and examples are Travelgenix editorial guidance.