Tag Archives: prospecting

Success in prospecting requires a systematic process of locating potential customers which includes: Increasing the number of prospects Improving the quality of prospects Shortening the sales cycle by qualifying prospects The goal of prospecting is to build a prospect base, a list of current and potential customers. There are several sources of prospects. To name […]

Identifying people as prospects (prospecting) is a very important aspect of selling. You qualify your prospects by asking three questions. I call these the 3 ‘As’ of qualifying: Do they have a need for your product? (ASK) Do they have the ability to pay for your product? (AFFORD) Do they have the authority to purchase […]