Prospecting and Qualifying: The First Step in Selling Process

Running head: PROSPECTING AND QUALIFYING
PROSPECTING AND QUALIFYING
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1PROSPECTING AND QUALIFYING
Table of Contents
Introduction:...............................................................................................................................2
Discussion:.................................................................................................................................2
Part A-....................................................................................................................................2
Part B-....................................................................................................................................3
Part C-....................................................................................................................................4
Conclusion:................................................................................................................................4

2PROSPECTING AND QUALIFYING
Introduction:
Prospecting and qualifying is the first step of a selling process, which involves
identifying potential customers and comprehending whether they portrays the desire and
ability for a buying decision. After selecting the potential customers, various criteria will be
matched to proceed towards qualifying the prospect (Flint, Paola and Susan). The purpose of
the paper is to assess situations of prospecting and qualifying consumers by identifying leads.
The paper will be concluded by stating the importance of prospecting and qualifying stage of
selling process.
Discussion:
Part A-
Discussion of the seven steps of selling process for a situation of selling an idea to a prospect
is listed below:
1. Prospect and qualify: In a conversation with a friend, I came to know about her need
for a relaxing break from the fast pace life. I thought of suggesting a destination in
reference with a recent vacation I have been to. She was interested for an idea of a
relaxing summer break. Identification of the need of the prospect and aligning the
need with the personal experience (idea) to qualify the prospect/lead (Pels, et al.).
2. Pre-approach: After understanding her preference for the kind of vacation she want, I
recalled a short trip in which we went together near a beach for spending a day of
leisure. In this situation, past experiences or memory played the role of researching
about the background of a suspect for approaching the idea further (Pels, et al.).
3. Approach: I started making conversation about the kind of activities she want in her
break by slowly sharing about my recent visit to Bali and how it turned out to be one