SL Qualification 3 — Questions and Answers
Question 1: A prospect has budget and need but says they are evaluating three competitors simultaneously. What qualification risk does this represent?
- Budget risk
- Timeline risk
- Competitive displacement risk (Correct answer)
- Technical fit risk
Correct answer: Competitive displacement risk
When multiple competitors are involved, there is a real risk of losing the deal to a rival solution.
Question 2: What is the primary purpose of asking discovery questions during qualification?
- To impress the prospect with product knowledge
- To uncover needs, pain points, and fit before investing sales resources (Correct answer)
- To negotiate price early in the conversation
- To schedule a demo as quickly as possible
Correct answer: To uncover needs, pain points, and fit before investing sales resources
Discovery questions reveal whether the prospect is a genuine fit before you commit significant sales effort.
Question 3: Which scenario represents a fully qualified prospect?
- Interested contact, no budget, decision in 2 years
- Has budget, authority, clear need, and a 60-day decision timeline (Correct answer)
- Budget confirmed but no identified business pain
- Executive sponsor identified but no budget conversation held
Correct answer: Has budget, authority, clear need, and a 60-day decision timeline
A fully qualified prospect satisfies all BANT criteria: budget, authority, need, and near-term timeline.
Question 4: A salesperson spends 80% of their time on unqualified leads. What is the most likely outcome?
- Increased close rate
- Lower quota attainment and wasted capacity (Correct answer)
- Stronger customer relationships
- Higher average deal size
Correct answer: Lower quota attainment and wasted capacity
Focusing on unqualified leads drains time and resources without producing revenue, hurting quota performance.
Question 5: What does 'economic buyer' mean in the context of MEDDIC?
- The procurement officer who processes invoices
- The person with final budget authority who approves the purchase (Correct answer)
- The end user who evaluates features
- The CFO who sets annual budgets
Correct answer: The person with final budget authority who approves the purchase
The economic buyer is the stakeholder with ultimate authority to approve spending on your solution.
Question 6: When should a sales lead be officially moved to 'disqualified' status in a CRM?
- When the prospect does not reply to the first email
- When confirmed criteria (budget, authority, need, timeline) cannot be met (Correct answer)
- After three months of no activity
- When the prospect says they are busy
Correct answer: When confirmed criteria (budget, authority, need, timeline) cannot be met
Disqualification should be based on confirmed misalignment with qualification criteria, not just lack of response.
Question 7: A prospect has an urgent problem but has never allocated budget for a solution like yours. What is the recommended qualification action?
- Skip budget discussion since urgency is sufficient
- Explore whether budget can be created or reallocated given the business pain (Correct answer)
- Immediately offer a discount to fit any budget
- Disqualify based on no existing budget line
Correct answer: Explore whether budget can be created or reallocated given the business pain
Urgent pain often creates motivation to find or reallocate budget; a sales lead should explore that possibility.
SL Qualification 3
A prospect has budget and need but says they are evaluating three competitors simultaneously.
What qualification risk does this represent?