The most important component of qualifying a potential buyer is
A) using the snowballing technique with current customers.
B) properly executing the pre-approach.
C) determining whether the prospect has a real need for the product.
D) being able to schedule an appointment through the gatekeeper.

Question

Quizplus · Accepted Answer

Determining whether the prospect has a real need for the product is crucial in qualifying a potential buyer because it ensures that the sales efforts are targeted towards individuals or organizations that are most likely to purchase, thereby increasing efficiency and effectiveness in the sales process.

The Most Important Component of Qualifying a Potential Buyer Is