Not every lead is a prospect.

It’s a simple truth, but one that can save salespeople huge amounts of time, effort, and frustration. Too often, deals stall or fall apart because the right questions weren’t asked early enough — or because there was never a genuine need in the first place.

That’s where the idea of suspect vs prospect comes in.

 

What’s the Difference Between a Suspect and a Prospect?

A suspect is someone you could sell to.
A prospect is someone you should sell to.

At the suspect stage, you’re gathering information. You’re listening. You’re working out whether there’s a real opportunity and whether it makes sense for both sides to proceed.

Once a customer has a defined need, the right authority, and the ability to move forward, they become a genuine prospect. And that’s when selling becomes easier, more natural, and far more successful.

 

The Suspect Stage: Where Good Sales Really Start

The suspect stage isn’t about pitching. It’s about discovery.

This is where salespeople should be asking questions like:

  • What problem are they trying to solve?

  • What equipment do they need — and why now?

  • How are they currently funding purchases?

  • What’s driving the conversation: growth, replacement, compliance, or pressure on cashflow?

At grenke, we see this stage as critical (not just for resellers), but for us as a finance partner too. We need to understand whether leasing is genuinely appropriate, not just possible.

 

Finding the Need (Because Leasing Only Works When There Is One)

Leasing isn’t something you “add on” to a sale — it works best when it solves a problem.

A real prospect usually has one or more of the following needs:

  • They want access to equipment without tying up cash

  • They’re replacing outdated or unreliable assets

  • They need flexibility as their business grows

  • They want predictable costs rather than upfront spend

If none of those needs exist, the customer may still be a suspect — but they’re not ready to move forward. And that’s okay.

 

From grenke’s Perspective: Qualification Matters 

Just as resellers qualify their customers, grenke qualifies all proposals as well.

We want to work with reseller partners who:

  • Understand their customer’s need

  • Position leasing as a solution, not a fallback

  • Are open and transparent about costs and structure

  • Want long-term customer relationships, not quick wins

This shared approach to qualification helps everyone. Deals move faster, customers feel more confident, and leasing becomes a positive experience rather than a surprise.

 

When a Suspect Becomes a Prospect

A suspect becomes a prospect when the picture is clear.

You know:

  • What they need

  • Why they need it

  • Why leasing makes sense

  • Who is making the decision

  • When they want to move forward

At that point, the conversation shifts. It’s no longer about whether — it’s about how.

Better Qualification = Better Sales. The strongest sales conversations don’t start with a product. They start with understanding. By taking the time to separate suspects from genuine prospects, salespeople protect their pipeline, focus their energy, and build trust with customers. And when leasing is introduced at the right moment, with a real need behind it, it becomes a powerful tool, not a hurdle.

 

The Bottom Line

Not every conversation should end in a sale. But every good sale should start with the right questions. Whether you’re a reseller qualifying customers or a finance partner supporting those deals, success comes from finding the need first.

At grenke, we believe leasing works best when everyone is aligned — the customer, the reseller, and the finance partner. And that starts by knowing the difference between a suspect and a prospect.