30Nov/072

The Five Characteristics of a Qualified Prospect

In order to be a truly qualified prospect, a company or individual must meet all five of the following criteria. They:

1. Have a need and are aware of it.
2. Have the legitimate authority and ability to buy or commit.
3. Have a sense of urgency about making a buying decision.
4. Trust you and your organization.
5. Will listen to what you have to say.

Especially in tough times, we all have fallen prey to trying to sell to people/organizations who only meet #5. Remember: lots of people will listen to you, but if they can't buy, or don't want to buy, you'll never get a sale from them.

Filed under: Prospecting Leave a comment
Comments (2) Trackbacks (1)
  1. Alistair
    April 10th, 2010 - 00:09

    so true, so how do you find such a people??

    i really love your material, and i really want to be a great sales person.

  2. Jeb Brooks
    April 12th, 2010 - 09:28

    Thanks for reading! The key to finding them is in mastering the art of consistent, dedicated prospecting and ensuring you’re positioned as a trusted expert in their minds.


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