FREE online courses on Selling Step by Step -Prospecting

 

Prospecting, Identifying and Qualifying………

Selling is all about locating a potential buyer, making an effective sales pitch and getting the order.

But simple as it may seem, it is in fact a complex communication and learning process for both the salesperson and the prospective customer.

Prospecting is essentially the planning work, which enables the salesperson to eliminate non-buyers.

 

Thus, the most important part of the selling process lies in locating the most promising prospects.

 

This involves 4 steps:

• The first step is to identify the prospects.

 

• The second step is to find the qualified potential customers and establish their validity.

 

• The third step is to determine their probable requirements.

 

• The fourth step is to relate company products to each prospect's requirements.