Which of the following statements describes the major difference between a prospect and a qualified prospect?
a) Prospects are more likely than qualified prospects to become customers
b) During the sales presentation, prospects are more likely to raise objections than qualified prospects
c) There are far more qualified prospects than prospects
d) Qualified prospects have not only the need or desire for your product, but they have the ability and authority to purchase it; prospects are missing either ability or the authority to purchase
e) The only difference between a prospect and a qualified prospect is that a qualified prospect has purchased your product in the past and a prospect has not
Answer: d