Which step involves finding potential customers?

Which step involves finding potential customers?

• A. Preparation
• B. Prospecting
• C. Approach
• D. Presentation

Answer: (B)

Prospecting is the step that involves finding potential customers. It focuses on identifying and qualifying leads who might buy your product, helping to build the pool of people to pursue in the sales process. This sets up the rest of the sequence, where you approach those leads, present the offering, and then move toward a sale. Preparation is about planning and organizing before you reach out, not actively seeking new prospects. The approach is the initial contact once a lead has been identified, and the presentation occurs after you’ve engaged the lead and are sharing the product’s benefits.

Prospecting is the step that involves finding potential customers. It focuses on identifying and qualifying leads who might buy your product, helping to build the pool of people to pursue in the sales process. This sets up the rest of the sequence, where you approach those leads, present the offering, and then move toward a sale. Preparation is about planning and organizing before you reach out, not actively seeking new prospects. The approach is the initial contact once a lead has been identified, and the presentation occurs after you’ve engaged the lead and are sharing the product’s benefits.