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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