I’ve been reading a really cool series (4 books) on strategic selling by Patrick Henry Hansen.  The book I’m reading right now is called “The DNA Selling Method“.  Quite a bit of great historical stories are used to show sales best practices.

In discussing qualified prospects, he gives a pretty great succinct definition on page 89.

“A qualified prospect in any industry has four general characteristics:

  1. Ultimate decision maker(s)
  2. Available Funding
  3. Acceptable Timeframe(s)
  4. Matching Needs

If any one of the qualifying components is missing, the probability of closing the sale is diminished.  By asking simple qualification questions, sellers identify all four qualifying characteristics, and enhance the probability of working with clients likely to purchase.”