Saturday, January 27, 2007

TWO CATEGORIES

TWO CATEGORIES

Every salesman classifies people in two groups: suspects and prospects.

A "suspect" merely indicates one who might become a buyer but until now has not indicated a preference to buy. On the other hand, it is possible that the "suspect" is not able to become a buyer because he has neither money nor desire nor tendency to possess the product.

The one classified as a "prospect" means he has enough money to buy the product, and some interest or desire in possessing it.

The skillful salesman establishes this by means of direct and indirect questioning.

How he exactly does this is not important to the Esperanto recruiter, but it is important that the salesmen thinks continously about the two groups and is always classifying everyone.

We ought to constantly think about who is a "prospect" to become an Esperantist. We are surrounded by favorable opportunities to recruit them.

Now, let's consider anew the two introverted boys I spoke of earlier. They are unlikely to become Esperantists because of a recruiter's talking (they are too uncommunicative.) Nevertheless they might become recruited through their activity (I assume) on the internet.

Therefore, whether one is a suspect or a prospect will depend on the method the recruiter selects.

Lastly, it is helpful to think about whether a person might be classified as a prospect or a suspect, and whether our recruiting method needs modifying.

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