Qualification Flashcards

A prospect enthusiastically attends every demo but repeatedly delays the purchase decision. What qualification issue likely exists?

Answer: Lack of urgency or an undefined decision timeline

Repeated delays often signal no compelling event or deadline driving the prospect to act.

What is a 'compelling event' in sales qualification?

Answer: A deadline or trigger that creates urgency for the prospect to buy now

A compelling event gives the prospect a concrete reason to decide by a specific date, creating natural urgency.

When evaluating technical fit during qualification, what should a sales lead confirm?

Answer: That the product's capabilities align with the prospect's technical requirements

Technical fit ensures the product can actually solve the prospect's problem before investing further sales effort.

A prospect has budget but the funds are locked until a new fiscal year in six months. How should this be handled in qualification?

Answer: Qualify as a future opportunity and develop a value case to hold priority

Budget locked to a future fiscal year still represents real opportunity; building value and staying engaged secures your position.

What does 'ICP' stand for in the context of lead qualification?

Answer: Ideal Client Profile

ICP stands for Ideal Client Profile — a description of the company most likely to benefit from and buy your product.

A sales lead asks a prospect 'What would happen if you did nothing about this problem?' What type of qualification question is this?

Answer: Implication or consequence question

This question surfaces the cost of inaction, which raises urgency and reinforces the need to solve the problem.

Which of the following best defines a 'deal-breaker' in qualification?

Answer: A requirement that, if unmet, makes the prospect unable or unwilling to buy

A deal-breaker is a hard criterion — if your solution cannot meet it, no amount of negotiation will save the deal.