Prospecting is all about finding prospects, or potential new customers. Prospects should be 'qualified,' which means that they need to be assessed to see if there is business potential, otherwise you could be wasting your time. In order to qualify your prospects, one needs to:
• Plan a sales approach focused upon the needs of the customer.
• Determine which products or services best meet their needs.
• In order to save time, rank the prospects and leave out those that are least likely to buy.
Reference: http://www.allbusiness.com
Sunday, January 10, 2010
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