SKILL


Are Your Prospects Worth Your Time and Energy?


SELLING POWER EDITORS


You’ve assembled your list of sales prospects. Now you must also qualify them. The following questions can help you determine if your leads are qualified.


6 | SEPTEMBER/OCTOBER 2022 SELLING POWER © 2022 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Ask yourself whether your prospect has the following. 1. A Need for the Product: Pros- pects may not be consciously aware of their need for a product. Well- planned sales presentations can help your prospects determine their needs. If the need is already determined, this will obviously shorten the time you need to close the sale. Of more importance is the size of


the need – or, more precisely, the size of the potential sale. Not all prospects who have a need for a product are equal. A good prospecting system will


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29