SELLING IS LIKE MINING: It is a matter of knowing where to dig and then shifting enough earth to find the payload to make the effort profitable. As a professional salesman you should build yourself a pipeline of prospects so that you always have a supply of prospects coming forward.
NEW PROSPECTS-those who look like potential but are not qualified.
QUALIFIED PROSPECTS-those who have the money, authority and need.
PROSPECTS TO BE ESTABLISHED-these are people who at the time may genuinely not have a need for the product but who could develop the need with changed circumstances.
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This way you will always have enough prospects to be qualified into the following:
NEW PROSPECTS-those who look like potential but are not qualified.
QUALIFIED PROSPECTS-those who have the money, authority and need.
PROSPECTS TO BE ESTABLISHED-these are people who at the time may genuinely not have a need for the product but who could develop the need with changed circumstances.
P.S: If you like this post , visit www.wanrosnah.com
