Page 47 - Consultative Selling

MANAGING CUSTOMER CONCERNS – A PART OF THE
SELLING PROCESS (CONTINUED)

1- Prospecting and Qualifying

Prospects mean potential new customers. Whereas, leads are the
name and address or telephone number of a person or
organization that may have a need for the company's product or

service. It is important that a lead should qualify to become a
prospect before trying to sell a product to him.

A qualifying process known by the acronym ‘NAME’ is used to
determine if a lead qualifies as a prospect or not. To become a

prospect, a lead must be qualified in terms of:

• N: Need or want

• A: Authority to buy
• M: Money or ability to buy
• E: Eligibility to buy

2- Planning the Sales Call

(Pre-approach)

This step is where the salesperson obtains detailed information

about the prospective buyer and the buying situation. He then
develops a strategy for ensuring a favorable reception from the

prospect.

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