RAB Insights

RAB Research Archive

Learn the difference between a 'suspect' and a 'prospect'

Many salespeople fail because they never learn the difference between a "suspect" and a "prospect." Three things must be present for someone to be a prospect -– someone who may need your product or service. They:

1. Have the money.
2. Have a real or planned need for your product or service.
3. Have the authority to buy.

If one of these is missing, you have a “suspect” and will waste valuable time pursuing them.

Source: Sales coach Mike Smith