Rob Ellerman

Lead qualification is a process of seeing a customer’s purchasing potentials. This process is based on a list of qualifications of must-to-have buying criteria, such as interest and ability to purchase the product. New customers who enter the sales line are either qualified or not, it would depend on whether they would meet the criteria or not. This is also designed to slit up the potential customers from the duds. It also allows the sales reps to spend their days productive, like focusing so many efforts on the customers who are likely to have the highest or converting.

In order for the potential customer to be a qualified lead, it needs to be evaluated first. It will be difficult for the sales reps to identify where to start without the help of the structure flow, so structure flow is a must. This is a checklist of the qualifications that the potential customers must possess. It is a big help to the sales reps to do the step-to-step process, plus it is more strategic.

All in all, it is needed to be able to identify when a sales prospect is qualified and worth spending valuable time with. This skill will enable the sales reps to determine if a customer has a low or high probability of moving forward to the next step of buying the product. A sales rep will be able to see that they will prevent wasting their time with bad sales prospects. Below are the 5 good qualities of a prospect/lead that needs to be identified by a sales rep or a sales person.

1. Ability to Buy or Commit

The most obvious qualities that need to be seen from a customer, whether the customer has the money to spend in order to purchase the product or not. Sometimes, the sales rep may see if a customer may have the capacity or ability to pay, but not the desire to buy a particular product or commodity.

2. Willingness to Listen

This is typically the easiest characteristic to be recognized by a sales rep. This is where the customer tends to listen to what the sales reps have to say about the product. So, in this case, the sales rep should bear in mind that if a customer lost the willingness to listen to them then they are not worth spending the valuable precious time on

3. Timeframe

Customers are considered long-term leads if there is no set time frame under the negotiation. The customer has a set time frame to purchase the product in the near future it is called the short-term lead. As of now, businesses want short-term leads, they could see the probability of success to purchase from their products.

4. Trust the sales person, the company and the product

Good customers are those who trust and like the salesperson and the company, as well as the product. These are the good characteristics should a salesperson look to a prospective customer. When the customer provides a hint, well there would be a 100% probability of success in purchasing the product.

5. Ultimate decision-maker

A lot of customers become more emotional when it comes to the decision-making process. Thus, the sales reps must see and should identify at the early stage in the negotiation stage when a customer continues to argue, provide complaints and keep on criticizing or comparing the products to others.

As part of the sales and marketing plan, business owners and sales rep should create and expand the profile/check list of the potential customers/leads who comprise the target market of the product. Sometimes, the customers who like and choose the product are not the end-user, there might be some other prospect who does. So, when creating the customer profile it will describe the individual’s clear picture of the type of person who’s going to be served and assessed. During the process, once the customer or the prospective customer shows no interest then that is the time to stop and move to the next one.

14,628 Responses

  1. You really make it appear really easy with your presentation however I to find this topic to be actually something that I think I’d never understand.

    It kind of feels too complicated and very broad for
    me. I am looking forward to your next post, I will try to
    get the dangle of it!

    Feel free to visit my web blog; zeus gratis spins casino zonder storten (Sherry)

  2. Howdy! I know this is kind of off topic but I was
    wondering if you knew where I could find a captcha plugin for my
    comment form? I’m using the same blog platform as yours and I’m having difficulty finding one?
    Thanks a lot!

    Look into my web site – jacks casino vergunning (Agnes)

  3. best online slot usa, best non usa wind creek bethlehem casino promotions (Geneva) sites
    and play free usa bingo, or new zealandn online casino pokies

  4. is online gambling banned in australia, best poker online new zealand and australia slot online,
    or how to win roulette in casino uk

    Here is my page :: importance of indian casinos – Alejandrina,

  5. top casino in canada for real money, casino ratings canada and what poker sites are legal in australia, or canadian casino guide 2021 review

    Here is my web page – online casinos that accept apple pay (Coleman)

  6. canadian casino guide blackjack rubber roofing (Juan) chart, casino in cambridge usa and new gambling legislation united states, or top online pokies nz

  7. united states online live casino, 2021 online casino new zealand and free online pokies win real money united kingdom, or native united statesn casinos gambling issues in the philippines caluag (Garland)

  8. mid united states casinos, free spins or no deposit bonus and online poker with friends australia, or how to
    play united statesn poker

    Here is my homepage perfect blackjack card (Maximilian)

  9. free spins casino no deposit usa, party casino united states
    and canada bingo sites, or craps guide uk

    Also visit my web site; blackjack table legs

  10. virtual poker with friends uk, united kingdom how to become a card dealer at a casino (Emelia)
    guide and good morning united states time slot, or australian open gambling

  11. best payout online slots canada, poker usa artrix and free bonus no deposit uk slots, or united statesn heritage poker

    Here is my website; how to deduct gambling winnings (Lee)

  12. united kingdom roulette game download, bet365 poker united states and online casino canada roulette, or uk gambling

    Feel free to visit my web-site :: saucify no deposit bonus codes (Derrick)

  13. pharmacie en ligne cialis pharmacie boutouga argenteuil therapie laser , pharmacie yutz pharmacie lafayette roanne , produits alimentaires medicamenteux pharmacie auchan telephone pharmacie beaulieu les loches pharmacie angers ouverte therapie gestalt act therapy journal .
    therapies comportementales cognitives et emotionnelles pharmacie boulogne billancourt pont de sevres pharmacie amiens rue de cagny , pharmacie bordeaux inscription therapie cognitivo comportementale orleans . pharmacie xxl therapies hypnotiques (patrick hygonnet) pharmacie ouverte nancy grande pharmacie autour de moi . xcyte therapies inc medicaments xyzall pharmacie beauvais jean rostand , pharmacie clos des fontaines avignon pharmacie gancel amiens , pharmacie clarines annecy le vieux therapie de couple haut rhin pharmacie de garde aujourd’hui sarthe Frusol prix sans ordonnance, Vente Frusol 40 mg bon marchГ© Recherche Frusol 40 mg moins cher Frusol 40 mg pas cher Ou acheter du Frusol 40 mg. act therapy self help pharmacie bagatelle aix en provence pharmacie normale bordeaux pharmacie ouverte villeurbanne pharmacie nansouty bordeaux horaires , pharmacie colvert amiens ecole pharmacie avignon . medicaments xprime pharmacie lafayette brive therapies types

  14. win how to make money with game apps (Lou) instantly usa
    no deposit, claiming gambling winnings in united kingdom and australian casino
    free spins, or uno spin australia