Making More of your “Prospects” —: A New Approach to Training Salespeople

Salespeople over the years often develop a regular pattern for dealing with prospective customers (prospects). They try out an approach — it works — so they continue with it. At least, it works with most people, and it works in most situations. In order to make effective use of their time, salespeople learn to recognise and avoid time‐wasting prospects and unpromising situations. Perhaps they are missing a lot of business.