Chapter 6- Prospecting

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Across
  1. 4. Involves finding and cultivating people in the community or territory who are willing to cooperate in helping to find prospects
  2. 5. Rule of Thumb: 20% Presentation, 40% ______ , 40% Follow Up
  3. 6. Qualified person or organization that has the potential to buy your good or service
  4. 8. Lifeblood of sales because it identifies potential customers
  5. 9. Easier to sell to a ______ customer
  6. 12. Part of the prospect pool, in which people or organizations you frequently know very little about other than what you learn from a previous customer
  7. 13. Leaking ____ Customer Concept
Down
  1. 1. A type of prospecting method that is based on the law of average
  2. 2. A type of prospecting method that when an employee leaves, their clients are left hanging so the salesperson should quickly contact those customers
  3. 3. This is the most effective and reliable prospecting method
  4. 7. The name of a person or organization that might be a prospect is referred to
  5. 10. One of the key components of the Golden Rule
  6. 11. The acronym to ask to determine if an individual or organization is a qualified prospect