SPANCO
S uspect P rospect A nalyze N egotiate C lose O rder The starting point is suspect(s) , everyone who might buy the product or service. The Company looks hard at the suspects to determine who are the most likely prospect(s)- the people who have strong potential interest in the product and the ability to pay for it and meeting the criteria as well. Disqualified prospects are those the Company rejects because they have poor credit or would be unprofitable. The Company hopes to convert many of its qualified prospects into first-time customers, and then to convert those satisfied first-time customers into repeat customers . Both first-time and repeat customers may continue to buy from competitors as well. Sales person should be able to analyze the ability of the customer (prospective / new / repeat) and act smart in selling the product/service and hitting the sale as well. Negotiation - Two parties need to reach agreement on the price and the other terms o