Radio Sales Today

RAB Research and Sales Tips

Definition of a qualified prospect

Before a salesperson can even begin to think about prospecting and lead generation, they must have a complete understanding of what a qualified prospect looks like. This will ensure they are not wasting their time on unqualified leads.

The five characteristics of a qualified prospect are:

-- Awareness of need
-- Authority and ability to buy or commit
-- Sense of urgency

-- Trust in you and your organization
-- Willingness to listen

Source: Sales trainer Will Brooks