SL Qualification 2 — Questions and Answers
Question 1: A prospect says they are interested but has no authority to sign contracts. What is the best next step?
- Close the deal immediately
- Ask to be introduced to the decision-maker (Correct answer)
- Drop the prospect entirely
- Send a proposal to the contact anyway
Correct 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.
Question 2: Which qualification framework uses the letters N, E, A, T to assess a prospect?
- SPIN
- NEAT (Correct answer)
- BANT
- MEDDIC
Correct answer: NEAT
NEAT stands for Need, Economic Impact, Access to Authority, and Timeline.
Question 3: During qualification, a prospect reveals their budget is 40% below your minimum deal size. What should you do?
- Proceed and hope they find more budget later
- Disqualify and focus resources elsewhere (Correct answer)
- Immediately discount to match their budget
- Escalate to your manager without telling the prospect
Correct answer: Disqualify and focus resources elsewhere
If the budget is fundamentally misaligned with your minimum, continuing wastes resources for both parties.
Question 4: What does 'champion' refer to in the MEDDIC qualification framework?
- The highest-revenue client in your pipeline
- An internal advocate who sells on your behalf (Correct answer)
- The champion salesperson on your team
- The prospect who wins a competitive bid
Correct 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.
Question 5: A lead says they plan to make a purchasing decision 'sometime next year.' How should you handle timeline qualification?
- Accept the vague answer and move on
- Probe for a specific month or quarter and key milestones (Correct answer)
- Mark the lead as closed-lost immediately
- Assume next year means Q1 and schedule accordingly
Correct 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.
Question 6: Which of the following best describes 'pain qualification' in a sales context?
- Verifying the prospect can afford your solution
- Confirming the prospect has a compelling problem your product solves (Correct answer)
- Assessing the legal risk of the deal
- Checking the prospect's credit history
Correct 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.
Question 7: In BANT qualification, what does the 'N' stand for?
- Network
- Need (Correct answer)
- Negotiation
- Number of users
Correct answer: Need
In BANT, N stands for Need — confirming the prospect has a genuine requirement your product can fulfill.
SL Qualification 2
A prospect says they are interested but has no authority to sign contracts.
What is the best next step?