Lead qualification is the process of determining whether a potential customer is a suitable candidate to purchase the product or service the sales person is selling.
Qualifying a prospect includes determining the following:
- Does the product or service full fill the prospect’s needs or wants?
- Can the prospect afford to purchase the product or service?
- Is the prospect eligible to buy?
- Does the prospect have the authority to buy? Does the employee have authority to make a purchase for the company (for instance)?
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