CHAPTER 6
PROSPECTING: THE LIFEBLOOD OF SELLING
COMMENTS ON CHAPTER 6 SALES APPLICATION QUESTIONS
1. The prospect has been “qualified” as having the potential to buy. The lead, or suspect, is
suspected of being a prospect. To qualify a potential customer, follow the MAD sequence:
A. Does the prospect have the Money to buy?
B. Does the prospect have the Authority to buy?
C. Does the prospect have the Desire to buy?
2. A. Prospects are found everywhere. Depending on what you sell, everyone could be
a prospect.
B. Here are 13 popular methods:
■ Prospecting on the Web
■ Cold canvassing
■ Endless chain customer referrals
■ Orphaned customers
■ Sales lead clubs
■ Prospect lists
3. Using the internet, and observing the business are two of the easiest ways to uncover leads. You
would have to contact them to see if they would be a true prospect.
4. A. “I sell paper and metal containers designed to save your company money.
Companies like yours really like our products. Could you help me talk with Mr.
Firestone?”
B. Say the first two sentences above and then say, “Do you feel I should call back this
afternoon or tomorrow?”
5. A. Local banks, Better Business Bureau, and Dun and Bradstreet can all provide
(1) FAB; (2) marketing plan; and (3) business proposition.
COMMENTS ON CASES
Case 6-1: Canadian Equipment Corporation
1. Five salespeople ranked the four alternatives, with “C” ranked the best. People who choose this
alternative sold the maximum dollar amount of $1000.
Alternatives Ranking Dollar Amount Sold
(Maximum = $1,000)
A Second $500
B Third -0-
C First $1,000
D Third -0-
Getting by the receptionist or switchboard operator, at times, requires a certain amount of skill. Too
often, a salesperson unequipped to handle the protective front line can get bogged down and fail before he
even has a chance to see the prospect.
A. This method is not as good as “C”, but it is a good second choice. Make her feel important, build
B. We’re afraid that under normal circumstances this answer will provoke the typical response: “We
don’t need any.” You can rest assured that the hurried, often protective switchboard answerer
will try to get rid of salespeople.
C. This is the best answer because it’s direct and to the point. You really haven’t told her what the
product is so it’s difficult for her to say the company “doesn’t need any.” Secondly, you have
D. Same as B.
Case 6-2: Montreal Satellites
1. Salesperson: Hello Mr. Butler. My name is with Montreal Satellites. I met with Jeff
Sager last week and installed a satellite in his home. His family really loves it. Have you seen it?
Salesperson: I’d like to set up a time to stop by your home or office and visit with you about
our program you may find of great benefit. It’s not really important to me that we do business; all
I ask is if you appreciate the time we share together, if you feel that you benefit from the time we
spend together, and most important, if you respect my integrity, you would be willing to pass my
name on to a friend or business associate who may also benefit from my services just as the
Sagers did. Is that fair enough?
2. It’s often impossible to say exactly where the request for referrals should come. However,
somewhere say something like:
Salesperson: My success and the success of my business is totally dependent upon getting
quality referrals from my clients. I realize that you will introduce me to your friends, family, and
business associates only if the quality and integrity of the service I provide surpasses that to
which you’ve grown accustomed. If I do a good job for you, Mr. Butler, would you be willing to
provide names of others who would also benefit from my services?
3. Salesperson: Mr. and Mrs. Butler, I’m sure by now you realize I work through referrals. You
see I work very hard to help my customers as I’ve done for you (pause) and I’d like to do the
same for your friends. Who could you recommend I contact?
4. Salesperson: Hello Mr. Butler. This is . As I promised when we first did business, I’d
check with you periodically. Do you have any questions? Is there anything I can do for you?
Respond to the client’s needs, if any, as appropriate. End your follow-up by requesting referrals
one more time:
Salesperson: I’ll let you go now. Don’t forget, you’ve got my number if you need any help.
Please keep me in mind when talking to your friends and business associates. As you know, Mr.
Butler, I depend on quality clients like you to keep me in business. One of the reasons I work so
hard to help my customers is because of the people you refer to me. Your referrals are really
appreciated. (Pause). Mr. Butler, is there anyone you feel I should help? (Pause) Thank you very
Case 6-3: PizzaMunch and Social Listening- Part I
1. Since Shari has signed up for Webinar presentation, it is obvious that she has provided the contact
2. “Hi Shari: My name is Laura Spell and I am associated with Ag-Kru Foods. Thanks for signing
up for our upcoming webinar presentation of how to merchandise the PizzaMunch in different
Case 6-3: Social Listening– Part II
1. A good way to connect with Jane would be sending a LinkedIn connection request. It is much
2. “Hello, Jane. My name is Laura Spell. I am a salesperson for an entrepreneurial, emerging
company in the consumer packaged goods world, Ag-Kru Foods and I am doing a bit of research
on the availability of portable and healthy pizza products. Would love to connect.”
“Hi Jane, I came across your profile through a mutual connection (name of the connection would
increase validity). Could we connect here, as well? Thanks in advance, Laura Spell.”
Case 6-4: Conducting Research to Learn about Leads
1. It would be interesting to see what students may come up with. This is a new case so we would
learn more about the responses after using it in our classes. We will share the notes with you!
3. Let the students speak their mind. It would be interesting to compare and contrast their views on
this situation.