FREE online courses on Selling Step by Step - Prospecting - Qualifying Of Prospects

 

An excellent sales presentation will fail when it is delivered to a person or a company that has no real need for the product or the service, cannot afford to buy it, or is very satisfied with its present long-term supplier.

Thus, prospective customers must have the willingness, the financial capacity, and the authority to buy.

These factors, which one has to consider in order of qualifying a prospect, can be summarized in the acronym MAN, i.e.:

 

M ONEY: The ability to pay for the product or service

A UTHORITY: The ability to make a commitment on his own.

N EED: The need for the product or service exists.