Qualification Flashcards
7 cards from real SL practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Qualification flashcards as text
A prospect says they are interested but has no authority to sign contracts. What is the best next step?
Answer: Ask to be introduced to the decision-maker
You need to reach the person with authority to approve the purchase; asking for an introduction moves the opportunity forward.
Which qualification framework uses the letters N, E, A, T to assess a prospect?
Answer: NEAT
NEAT stands for Need, Economic Impact, Access to Authority, and Timeline.
During qualification, a prospect reveals their budget is 40% below your minimum deal size. What should you do?
Answer: Disqualify and focus resources elsewhere
If the budget is fundamentally misaligned with your minimum, continuing wastes resources for both parties.
What does 'champion' refer to in the MEDDIC qualification framework?
Answer: An internal advocate who sells on your behalf
A champion is the internal stakeholder who wants your solution to succeed and influences the decision in your favor.
A lead says they plan to make a purchasing decision 'sometime next year.' How should you handle timeline qualification?
Answer: Probe for a specific month or quarter and key milestones
Vague timelines make forecasting impossible; clarifying specific milestones helps prioritize and plan follow-up.
Which of the following best describes 'pain qualification' in a sales context?
Answer: Confirming the prospect has a compelling problem your product solves
Pain qualification ensures the prospect has a real, urgent problem that your solution addresses.
In BANT qualification, what does the 'N' stand for?
Answer: Need
In BANT, N stands for Need — confirming the prospect has a genuine requirement your product can fulfill.