The Power of Selling, 2010a

Chapter 7
Prospecting and Qualifying: The Power to Identify Your
Customers
You met Lisa Peskin in Chapter 1 "The Power to Get What You Want in Life". She has over twenty years
of experience in sales and sales training at companies such as Automatic Data Processing, Inc. (ADP),
Commercial Direct, and Interbay Funding. Lisa is now a sales trainer and works with companies to
help increase their sales. She understands the importance of always identifying potential new
customers. Without new customers, businesses would ultimately die. Great salespeople are constantly
looking for new prospective customers everywhere.
7.1 It’s a Process: Seven Steps to Successful Selling
LEARNING OBJECTIVE
1. Explain the role of the seven steps of the selling process.
You may have been surprised if someone told you that movie scripts, regardless of the genre, all
follow the same basic formula—the same sequence of events—almost down to the minute: after three
minutes, the central question of the movie is introduced; after twenty-seven more minutes, the main
character will set off on a new path; fifteen minutes more, and something symbolic will happen; and
so on. [1] It’s hard to believe that The Fast and the Furious would follow the same formula as The
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