Prospecting is a sales process by which a sales representative determines if a sales lead is a genuine prospect or business opportunity over the course of conversation and relationship building activities.

Dennis Falletti

Senior Vice President, Brown and Joseph Ltd

Posted on Dec. 13, 2010

Nick,

Before a company or a person becomes a prospect, they are first a suspect.

The difference is that a suspect is someone your think might qualify for your services or product. A prospect is a company or person that can use or uses a similar product or services and that you qualify to provide it. Just because they use a similar product or services doesn’t make them a prospect for your company. There are many reasons why a company uses a product or services that you have but that you do not qualify to provide it. In our industry, many companies require a SAS 70 certification before they will consider our company. We can have what they need, but if we do not qualify under their vendor guidelines, then they are not a prospect. When it is determined that you both qualify to do business with each other, then at that time you have a prospect. That is when the sales cycle begins and the competition is on.

DANNY FUNGO

student, ifm

Posted on May 15, 2012

a prospecting we say is the first stage where by the sales person is taking in order to get the potential customer or organization from suspecting stage,and that potential customers should have potential ability , willingness and authority of buying.
prospecting is very crucial fo selling process it helps the sales person to identify good prospects and to screen out the poor one, from there the sales person will be able to get the qualified person or organization who will have the ability(money), desire (willingness) and authority to pay for solution

danny joseph fungo
student of diploma
at IFM in TANZANIA
email; danny.fungo@yahoo.com