Kim DeMotte's 'Catch & Release' Process is the Gold Standard for Prospecting.
He makes the important point that there is a distinct difference between Prospecting and Selling.
Prospecting is sorting and sifting.
Selling is influencing.
Ideally, the two should be separate functions, done by different people.
The Prospecting should be a quick filtering process that easily determines if the Suspect has a need for your product and service, and more importantly, realizes it.
Once these individuals are found, a salesperson can call to see if the product or service they offer is a fit for the prospect and if it will solve their problem.
Ralph Blakey gave this analogy:
"I never thought it made sense to go into a grassy field, find a horse, put an arm around their neck and drag them to a water trough next to a fence, and push the horse's face into the water.
Doesn't it make more sense to find a Thirsty Horse?"
Tele-Prospect Filtering finds those Thirsty Horses.
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