BEST DESIGNATION: Prospecting for and Qualifying Buyers (2CE)

The goal of this module is to increase the potential for more sales by helping the Sales Associate locate potential buyers, determine their needs, wants, motivation and financial ability to purchase, and to achieve a shared mental picture of what buyers are looking for. SPECIFIC OBJECTIVES When a Sales Associate finishes this course, he or she will be able to: • Identify sources of prospects • Qualifying prospects • Adhering to the CAN-SPAM ACT of 2003 • Establishing canvassing areas • Develop a plan to maintain contact with prospects • Identify Buyer motivations Instructor: Danielle Damianov