How and when a lead could be taken as a Prospect in salesmanship?


Whether a lead is a ‘prospect’ or ‘suspect’, can be determined by asking seven questions. In case answer is positive for each then a lead is a PROSPECT, otherwise a SUSPECT. These qualifying questions are:

i. Does he need my product or service?

ii. Does he perceive a need or a problem that may be satisfied by my product or service?


iii. Does he have sincere desire to fulfill his need or solve his need or solve his problem?

iv. Can my product or service convert his desire into a belief?

v. Does he have financial resources to pay for?

vi. Does he have the authority to buy?


vii. Does his purchasing or purchase is large enough to be profitable?


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