N5 Sales Management 4.1.3 Home address and telephone number
The prospect’s home address and the neighbourhood in which he lives, may also provide clues to his lifestyle and motives. Private cell phone numbers are useful if one needs to contact the prospect urgently after business hours.
4.1.4 Educational background
The school, college or university that the person attended, sometimes provides a good point of contact. Someone with high academic qualifications feels flattered if he knows others are aware of his achievements.
4.1.5 Marital status and family details
These facts can be useful in providing clues and identifying buying motive, for example married couples have different needs than those without children. Common ground may also be found with children’s schools, sport and extra-mural activities.
4.1.6 Social contacts/circles
If the salesperson knows in which circles the prospect moves and who his friends are, the name of a mutual friend, relative or acquaintance may provide a point of contact and useful information. It is also good to know to which social clubs the prospect belongs.
4.1.7 Reputation
If the prospect is well-known in specific circles, for example a well-known businessman such as Mark Shuttleworth or a sport star such as Bryan Habana, the salesperson must know about their achievements or what they are famous for – it will also provide clues about buying motives.
4.1.8 Membership of organisations and societies
The salesperson must know to which organisations and societies the prospect belongs. This information can help the salesperson a great deal in the preparation of his approach. Examples of organisations are the Chamber of Commerce, Young Business South Africa, Trade Unions, etc.
4.1.9 Profession and position
Information about the prospect’s job or profession, the name of his business, his position and title, responsibility, estimated salary, training, experience, number of years with employers and his present position can simplify qualification greatly.
4.1.10 Interest, hobbies and recreation
It is important to know what the prospect’s fields of interests are. If the salesperson knows that the prospect is interested in sport for instance and supports a certain team, or knows what his hobby is, he not only has a point of connection but can invite the prospect later to join him for a game of golf or at least talk about the same hobbies and interests.
4.1.11 The need and ability to pay
A person must have a need and a use for the product, as well as the ability to buy the product in order to qualify as a prospect. The salesperson will save a great deal of time and effort if he gathers information beforehand on which he can base his evaluation before making an appointment.
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