Time is essential for sales success, and it should not be wasted on tedious tasks, even more so on prospects who are just wasting your time. As a sales rep, nothing is more frustrating than to invest so much time and resources on what we thought a potential customer, just to realise that the person we’re engaging is not serious at all.
To avoid such awful experience, you need to be able to differentiate between a prospect and a suspect. Prospects and suspects are widely-used terminologies in sales industry while discussing sales funnel. However, while most sales rep know what prospect and suspect means, an expert sales rep can identify the real difference between the suspect and prospect while prospecting for a new opportunity.