Enhance your Strategies with the Strategic Prospecting Process for Travel Industry

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"Hello! My name is Scrooge McDuck and I'm here to help you learn how to make money! Ahem I hope you'll forgive the girl attempting to do my voice as she really knows nothing about Scottish accents. Anyway, let's get down to business, shall we? Today, we're going to talk about the Qualifying portion of the Strategic Prospecting Process. First, you have to start with the sales leads or suspects, which can be generated from internal or external sources. I have here twenty sales leads to work with. The question is how do we go about narrowing them down? Time is money, y'know, and I don't have all day! I'm going to use three qualifications to narrow down my potential buyers so I know who to spend the most time selling to. For this example, I'm going to be selling pocket monsters." "Pikachu!" "Uh...mighty useful for protecting yourself and your loved ones. So, who's up first? Let's see here..." (Displayed: Mike Wazowski, Mr. Incredible, Xibalba, Discord, Beast, The Colonel, Phoebus, Mulan (8)) "This group right here - - they don't look like they need much help or protecting, uh, so, we'd better pass them by. There's eight of them, so we'll scratch them all off our list." (Displayed: Jim Hawkins, Snow White, Esmeralda, Alana, Peter Pan (5)) "Now we have to narrow it down to who can actually pay for what we have to sell. Who's got the greens to become real buyers? Those don't look like it. There's five of them, so we'll scratch them off our list, too. On to the next batch!" (Displayed: Captain Hook, Mr. Smee, Megamind, Lilo (4)) "And finally, we get down to the meat of things! Who has the authority to buy what we have to sell? No criminals, please. That includes pirates and super villians, thank you very much! And so these four are out of the question." (Displayed: Nani, Mr. Van Dort, Mrs. Van Dort, Ash Ketchum (4)) "Uh...children and other minors generally require an adult, like with little Lilo there, but, uh, that boy seems to have permission from a Professor Oak... ...so...I suppose that'll do. Um...so these four..." (wheezing laugh as I noticed what my brother was laughing at - Mr. Van Dort's head was falling off) "...These four are our... ...final contestants... ...and we have reduced twenty potential customers to four. Thank you very much for watching this lesson with Scrooge McDuck and have a good day."