II. LESSON--
A. Prospecting is the key to being a successful salesman.
1. No sale can be made without a buyer!
2. A steady flow of prospects is important for success.
3. It is also true that no soul can be taught the truth, until some prospecting has
been done.
B. Several kinds of prospects.
1. Unqualified (strangers).
a. These should be approached with an attention-getter "pitch," carefully.
b. Work on establishing friendship first, in order to gain prestige.
c. Jesus did this with the Samaritan woman. John 4
(1) Made a tactful approach. vs. 7
(2) Aroused a deep interest. vs. 10
(3) Created an intense desire. vs. 15
(4) Produced a sense of conviction. vs. 16-17
(5) Corrected a misunderstanding. vs. 19-24
(6) Revealed himself as the Messiah. vs. 26
(7) Secured a public confession. vs. 28-31, 39
2. Semi-qualified (friends).
a. An important factor here is your prestige with them.
b. As you may have prestige with them, they may also have prestige with
you (making it easy to put off any commitment to you).
c. It may be better to use your prestige with them to put them into contact
with another teacher (whom they would find it harder to "bully").
3. Qualified (relatives, and well-researched referrals).
a. With relatives, it may also be wise to bring in another teacher.
b. With referrals, borrow the prestige of those who have referred them to
you.
C. Use a prospecting tool (Look at this sheet with me).
PROSPECT'S NAME___(eliminate no one by pre-judgment)
AGE?___(Their age relative to yours will be important in governing your approach to
them)
ADDRESS____(What is your territory? "all the world")_____________
PHONE____________BEST TIME TO VISIT___(part of qualifying)_______
RELIGIOUS BACKGROUND____(qualifying still)__REGULAR?___(again)___
Check each of the following things done for the prospect:
( ) Have done a good deed for him. (Gal. 6:10, Luke 6:31-38)
( ) Have shown hospitality to him. (Heb. 13:2)
( ) Have invited him to the services of the church. (John 1 and 4)
( ) Have offered to take his children to services. (Matt. 19:13-14)
( ) Have tried to arrange a Bible study with him. (John 4, again)
( ) Have mailed or handed him tracts. (Eph. 3:4?)
( ) Have asked him to comment on a tract after reading it. (Luke 10:25-28)
NAME OF PERSON HANDING IN THE INFORMATION:_______________________
APPLICATION--Take some forms, write down all those you can think of, then implement the suggestions (They are shown to be scriptural), and add to the list. When you have done all you can do to develop the prospect, involve someone else.
SPEAK OUT FOR JESUS............
You talk about your business
Your bonds and stocks and gold;
Of all these worldly matters
You speak our brave and bold.
But why are you so silent
About salvation's plan?
Why don't you speak for Jesus,
And speak out like a man?
You talk about the weather,
And crops of corn and wheat;
You speak of friends and neighbors
That pass along the street.
You call yourself a Christian,
And love the Gospel plan--
Then why not speak for Jesus,
And speak out like a man?
Are you ashamed of Jesus--
The story of His cross?
Or, do you hide His mission--
And let it suffer loss?
Have you forgot His suffering?
Or did He die in vain?
If not, then speak for Jesus,
And speak out like a man!
PROSPECT'S NAME___________________________________AGE?_____
ADDRESS___________________________________________________
PHONE____________BEST TIME TO VISIT__________________________
RELIGIOUS BACKGROUND_______________________REGULAR?_______
Check each of the following things done for the prospect:
NAME OF PERSON HANDING IN THE INFORMATION:_________________
PROSPECT'S NAME___________________________________AGE?_____
ADDRESS___________________________________________________
PHONE____________BEST TIME TO VISIT__________________________
RELIGIOUS BACKGROUND_______________________REGULAR?_______
Check each of the following things done for the prospect:
NAME OF PERSON HANDING IN THE INFORMATION:_________________