General objectives of a prospection cell. The qualified visit are the objective of the prospection cell, each contact are basic, the more information on the company before binding, better are the qualification. This in the aid to understand the business and to direct prospect, making to perceive it that the investment in software is an investment ‘ ‘ divider of guas’ ‘ for its business and that to postpone this process it can mean loss of competitiveness. They are necessary at least 40 contacts, being 20 successfully (to obtain really to speak with the responsible person) to generate two visits at least. Some challenges The time is always a challenge for the prospection, the experience sample that to bind in the combined date and schedule with the contact, to appear ace promptly visits, can be the differential for the success, therefore, if we set appointments to bind in a date, we bind. Another vital factor in the prospection is the persistence, many responsible directors and managers for YOU travel or they do not prioritize to take care of to a phone call, some attempts are necessary until finding them. To persist in the objective of the qualified visit aiming at a new business, is the key for great part of the prospection success, therefore, to give up is an to be eradicated habit. Focus? the prospection work, mainly using telemarketing, demands intellectual, physical disposal and therefore much FOCUS.

In addition it has the constant challenge to prevent distractions and to use the resources (Internet, telephone) of intelligent form; it is necessary to focar in the activity not to lose the course of the work compromising the objectives. We can develop the sense of chance of new businesses to reach resulted.