How does a sales representative determine if a customer might be a valid prospect for the product?

How does a sales representative determine if a customer might be a valid prospect for the product?
A . Review the customer’s website and tell the prospect that the product will solve their problems.
B. Understand the customer’s pain points and what they attempted in the past that was unsuccessful.
C. Uncover what the customer is planning to do and the executive staff’s purchasing preferences.

Answer: B

Explanation:

Understanding the customer’s pain points and what they attempted in the past that was unsuccessful is a way to determine if a customer might be a valid prospect for the product. This helps to identify the customer’s needs, challenges, goals, and motivations, as well as to assess their fit and readiness for the product. This also helps to position the product as a solution that can address their pain points and provide value.

Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify