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The Sales Process - Step 1 - Prospecting

Article Index

Step One: Prospecting

Finding qualified prospects for your products or services is the natural first step in the sales process. Try doing a Google search if you want more information or ideas for "finding qualified prospects."

Once you've identified prospects, you'll want to learn all you can before you approach them. "Fact finding" will help you:

  • determine your sales approach and plan your sales calls
  • determine which products and services best suit particular prospects
  • uncover reasons why you should not pursue some prospects, saving you valuable time and resources


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