Qualifying Prospects and Accounts
9.3 Describe criteria for qualifying prospects and accounts
One of the most important keys to success in personal selling is the ability to qualify prospects. Qualifying is the process of identifying prospects who appear to have a need for your product and should be contacted. Top salespeople use good research and analysis skills to qualify leads effectively.28
The qualifying process is also the first opportunity to consider what the needs of the buyer might be, and how those needs match with the product characteristics being sold.29 Some sales organizations link the qualifying process with the need discovery step in the consultative sales process. In most cases, this linkage will depend on the nature and ...
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