Chapter 3: Introduction to the Selling Process: Prospecting and Qualifying
Chapter Outline
3.0 Learning Outcomes
3.1. It’s a Process: Seven Steps to Successful Selling
3.2 Solving, Not Selling
3.3 The Seven Steps of Selling
3.4 Prospecting: A Vital Role in the Selling Process
3.5 Go Fish: Resources to Help You Find Your Prospects
3.6 Researching Your Prospect: Going Deeper
3.7 Qualifying Your Prospects
3.8 Key Takeaways
3.9 Test Your Knowledge
3.10 Exercises
3.11 Chapter References
