Selling Your Value Proposition

Qualified prospect

By the stage of the qualified prospect, two important things should have occurred if the opportunity is worth pursuing. First, the prospect is now aware that the selling company offers a particular product, service or solution. Second, the salesperson now understands the prospect’s needs, budget, time frame and how a decision will be made. It is at this point that the salesperson can begin to sell in earnest or qualify-out the opportunity and not pursue the sale.