![]() ![]() ![]() Therefore, sales personnel who spend very less time in prospecting, often invest their maximum time in calling non-prospects.Ĭontrastingly, sales personnel who excel in prospecting use their time and energy productively, by giving complete attention to those leads, who are interested as well as willing to buy. Prospecting skills lead to productive selling. Relating Company’s Products to Each Prospect’s Requirements: The prospecting process ends with creating the strategy to approach the prospect, which is possible only when the requirements of each prospect are ascertained from the information obtained.All those points which might be useful to convince the prospect for the product are selected, out of the information available, and the presentation of the salesperson is customized, accordingly.It also provides a clear understanding of the objections or questions which the prospect might have about the product or the company.Once the information relating to the tentative prospects are gathered, it is simple to anticipate the possible requirement of each tentative prospect for the product offered by the company. Qualifying Prospects: Qualifying prospects means to ascertain if they are viable prospects or not. ![]() It is a challenging task, which involves the elimination of non-buyers, i.e. Identification of Prospects: After the prospects are defined, now the sales personnel gathers information from various available sources to identify the names of probable prospects or suspects.It is a sheer wastage of efforts and time of the salespersons if they attempt to sell to those individuals, who are not in need of the product, as well as they can’t afford it, because they try to sell the product or service to the wrong person. Formulating prospect definition: This means that the salesperson needs to check if the prospective customer has the financial capacity, willingness, readiness and authority to buy.The steps involved in prospecting process are: In simple words, prospecting means to develop new business opportunities by searching for and qualifying new customers or buyers for the company’s offerings. ![]()
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