CHAPTER 7: PROSPECTING Flashcards
Is the process of locating potential customers for a
product of service.
PROSPECTING
Looking for possible buyer.
PROSPECTING
Finding for new customers.
PROSPECTING
_____– a person or an organization that may or
may not have it takes to be a true prospect.
lead
Not every _______ is a prospect!!!!
lead
Take time to see whether these people really provide an opportunity to make a sale.
LEAD
To AVOID mistake, the salesperson must __________a lead.
QUALIFY
_____________– is a process of determining whether a lead is in
fact a prospect.
Qualifying
If the lead is a good candidate for making a sale – that person or organization is no longer a lead – instead is called a
______________!
PROSPECT
Does a need or want exists?
Customers buy primarily to satisfy their _______ and ________.
needs and wants.
Does the lead have the ability to pay?
It helps the salesperson to
_________ leads from prospects..
separate
Does the lead have the authority to buy?
Knowing who has the authority to buy saves the salesperson time and
effort and results in a higher percentage of ________ sales.
closed
Can the lead be approached favorably?
__________________ are
difficult to be approached
for a new and ordinary
salesperson.
Top management
Can the lead be approached favorably?
____________ should know his skills, ability to persuade and make a sales call.
Salesperson
