This document summarizes a sales prospecting module that discusses the importance of keeping an up-to-date database of prospects. It outlines that an updated database shows professionalism, maintains the salesperson's image, and aids in follow-up contacts. The document then provides guidance on how to update a prospect's file by taking notes, finding their file, adding new information, objections, commitments, and next meeting dates. Finally, it addresses how to handle prospects that show no interest by potentially deleting or keeping their details.

1. Module 6:
Sales Prospecting
By Bassem Jouini

2. Module 6 – Lesson 8:
Update the database of
prospects

3. Lesson Objective
1. Importance of an up-to-date database
2. How to update the prospect’s file
3. Prospects with no interest

4. Importance of an up-to-date database
 Shows the professionalism of the sales
representative
 Image of the sales Person vis-à-vis their
colleagues and superiors
 Important while contacting the client for a
follow-up
 Important to have a 360 view of the client
and the business opportunity

5. How to update the Prospect’s file
1. Importance of note taking and active listening
before the visit
2. Find the customer file
3. Add the specific information obtained
4. Add the objections given
5. Add the commitment obtained
6. Add the date of the next meeting
7. Reclassify the file

6. Prospects with no interest
You can delete partially and
completely the details of prospects
who show no interest.
However, Some companies may ask
their sales representatives to keep all
the prospects data for future
interactions.

7. Make a lesson Summary

8. Have a wonderful evening 