Page 6 - Powerhouse Partnership 16-12-2021
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STEP 2: PROSPECTING
■ Purpose of step: Diarise sufficient FSMs to achieve sales target
■ FSM: First meeting with new prospect or existing client to discuss
potential new opportunity; very specific, not general activity
■ Purpose of FSM: Qualification, meeting to identify new pipeline opportunity or qualify out
■ Setting FSM qualification meetings needs daily/weekly telephoning diary slots
6 APPLYING THE SALES FRAMEWORK
