RAB Research Archive

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





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