FREE online courses on Selling Step by Step - Prospecting - Determining their probable requirements

 

Once a prospect has been identified, you should not show haste in making an appointment soon and delivering your sales pitch.

It is important for you to understand that first of all as much information as possible about the prospective customer should be gathered and a lot of planning should be done before you contact the prospect.

 

When information is assembled on each tentative prospect, it becomes easier to estimate the probable requirements of each, for the types of products sold by your company.

Prospects with requirements too small to represent profitable business should be removed from further consideration, unless their growth possibilities show promise.

 

Even after tapping all readily available information sources, you may need additional information to qualify certain prospects, and for this you may need to make a personal visit to the prospect (i.e., “the suspect”). These visits may not bring in sales, but they save time, as prospects are separated from non-prospects.

 

These visits may be made due to either of the following objectives:

• To gain more information about the prospect.

 

• To relate the prospect's needs and concerns to the attributes and benefits of the products and services.

 

• To obtain permission for the demonstration of the product.

 

• To introduce a new distributor.

 

• To settle past disputes and so on….