What should a sales rep focus on when qualifying the prospect?

A prospect visited a company’s website and completed a form expressing interest in a product.

What should a sales rep focus on when qualifying the prospect?
A . Customer needs
B . Product features
C . Marketing goals

View Answer

Answer: A

Explanation:

Customer needs are what the sales rep should focus on when qualifying a prospect who visited a company’s website and completed a form expressing interest in a product. Customer needs are the problems, challenges, goals, or desires that the prospect has and that the product can address. Focusing on customer needs helps to understand the value proposition of the product, build rapport and trust with the prospect, and determine their fit and readiness for the product.

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