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Understanding the Suspect Sales Process: From Suspect to Prospect in Client Engagement

The Suspect Sales Process is a crucial step in identifying potential clients and converting them into prospects. Initially, we engage with suspects—individuals or businesses that we might do business with. The goal is to ascertain whether they meet our criteria and are willing to engage in open dialogue. As we gather information and agree to further conversation, we convert suspects into prospects, establishing a foundation for a productive business relationship. This process emphasizes building rapport and understanding client needs.

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Understanding the Suspect Sales Process: From Suspect to Prospect in Client Engagement

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Presentation Transcript

  1. Sales Process Goal Who 1) Someone who we might do business with 1) Suspect 1) Ascertain client if they meet criteria 2) Ascertain if open dialogue; starting process 2) Someone who meets criteria 2) Prospect 3) Profile; Agree to further conversation 3) Someone in dialogue 3) Lead 4) Understands value proposition; sees value 4) Someone in process; set expectations 4) Pitch 5) Deliver plan; action plan and closing request 5) Someone profiling; planning process 5) Plan 6) Ascertain contract commitment and sign client 6) Someone in receipt of plan product with decision on priorities 6) Terms 7) Close 7) Establish accounts; transfer assets and begin implementation 7) Someone who has signed to work with CONCERT Global
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