CHAPTER 7
PROSPECTING
THE CONCEPT OF
PROSPECTING
o
o
o
o
o
o
A salesperson without prospects is out of
business.
A salesperson without prospects can no more
close a sale than a surgeon without a patient
can operate.
Presenting a professional appearance, giving
an impressive presentation and closing like a
master are not enough to prevent failure if too
little attention is given to prospecting.
You must have someone to whom to tell your
story: one who wants to buy and can buy.
If your closing ratio is lower than you like, the
major problem may be that you don't have
enough good prospects -- not that you are a
poor closer.
Prospects are everywhere - find the best
“I’d rather be a master prospector than be a wizard of
speech and have no one to tell my story to.”
-Paul J. Meyer
QUALIFYING THE PROSPECT
Moving from a "lead" to a qualified prospect
Lead Just a name
Researched for need,
Prospect
money authority
Evaluated prospect
Qualified
along with personal
Prospect
information