Question

Why is "prospecting the life blood of selling? Select the FALSE statement. a. Existing customers relocate b. Existing customers go out of business c. Existing customers leave decision making positions d. Existing customers often only give referral business

Answer 1

The answer is: D) Existing customers often only give referral business

Step-by-step explanation:

Prospecting is the first step in the selling process; the salesperson identifies its potential clients. The MAD questions show up, Does the potential buyer:

• have Money to buy?
• have Authority to buy?
• have Desire to but?

Prospecting is important because yo always lose some clients and they must be replaced by new clients, and hopefully better ones. You can lose clients if they relocate, go out of business or leave decision making positions.