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Once you've determined that the person meets the criteria, he is a prospect and you can move into the next phase of the selling process. A prospect is often confused as a lead. A lead is an unqualified contact. In the sales process, you gather leads first, qualify them into prospects, and then move them through your sales funnel or process.


Leads come from a variety of places. You can buy lists, skim the phone book, search the Internet, or talk to people while you're waiting in line at the grocery store. In most cases, whatever form you use, your goal is to determine if the person could become a prospect. You determine this by qualifying them on one criterion, usually your target market.

For example, you can buy lists based on demographics and interests target market. You can narrow a phone book or Internet search on your target market's location.

City of Prospect | City of Prospect

And while you're standing in line, you can strike up a conversation that would get you information about whether or not the lead was in your target market. This can be done in a variety of ways, including a phone call, in-person meeting, online form, email, etc. Your goal is to determine if the lead is a good candidate for what you offer target market , and has the money and ability to buy. Many home business owners end up wasting time on the sales process because they don't qualify leads before trying to sell to them, or they spend too much time on unqualified leads.

The sales process begins with the gathering of leads which are then qualified into prospects.

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The next phase is the selling phase. The selling phase of the typical sales cycle begins once there is a qualified prospect. As a direct sales representative, you might be able to sell your goods during the first presentation. However, when trying to recruit others into your business, that process may require several conversations. With that said, each presentation of your product or service should include a call-to-action and a close.

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If the prospect says they are not ready, add them to your list to follow up with later. Sales prospects are a business' greatest asset. These are contacts that you've talked with and meet the criteria of your best potential customers. Log out. Definitions Clear explanations of natural written and spoken English.

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City of Prospect

Your feedback will be reviewed. B2 [ C or U ] the possibility that something good might happen in the future :. Is there any prospect of the weather improving? There seems little prospect of an end to the dispute. There's every prospect of success. She's hoping the course will improve her career prospects. C2 [ S ] the idea of something that will or might happen in the future :. The prospect of spend ing three whole days with her fills me with horror. I'm very excited at the prospect of see ing her again. We face the prospect of having to start all over again.

We'll be interviewing four more prospects for the jobs this afternoon. He cheered up at the prospect of a meal. The prospect of working full-time fills me with dread. Spending 12 hours on a plane isn't a very attractive prospect. The prospect of parenthood filled her with horror. She's relishing the prospect of studying in Bologna for six months. Possible and probable. You can also find related words, phrases, and synonyms in the topics: Potential.

Success and achievements. Applying for a job. Is there any prospect that serious change in the administration's economic policies could emerge from this session?


The market remains sceptical about the bank's prospects. The growth prospects of the medical and health care equipment industry are promising. Another rise in interest rates is in prospect. The company faces the prospect of a new competitor entering the market with a better offer. These sanctions raise the prospect of a damaging Pacific trade war. Frequently, a salesperson has only a limited amount of time for contact with customers and prospects. This product was clearly a better prospect for advertisers.