Had an interesting discussion with a sales manager last week concerning how to truly qualify a prospect. The sales manager wanted to discuss all the financial issues and demographics of prospects. I listened and asked a few questions, then asked about the role of needs in qualifying a prospect.
Our discussion got a little slower after that question as the sales manager began to think about the role of need in the qualifying process. He began to see just how important needs are in determining a real prospect.
Let’s look into this real life concept and connect a few dots.