Tag: Qualifying

Inbound Leads: Slam Dunks or Looky-loos?

by mike

What is a sales person’s dream? An inbound lead.

Someone has found your company, responded online or sent an email, and wants to know more about how you can help them.

A slam dunk deal, right?

Not so fast…

If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all inbound leads buy.

But how can this be? Didn’t the prospect reach out to me? Shouldn’t he/she be a deal?

Many sales reps today still make the mistake of taking “implied interest” in your company or service, to mean someone is interested, qualified, and ready to buy.

The way to capture a deal in this situation—if there is one—is to treat an inbound lead like any other: you need to qualify them.

Here are a few questions that will help you separate the slam dunks from the looky-loos:

“Thanks for reaching out to us today. Tell me, what motivated you to contact us?”

And

“I’m sure you’re looking at other companies, just out of curiosity, what is most important when choosing a company for this?”

And

“Who, besides yourself, is involved in making this decision?”

And

“After you’ve found the company that you think is best for you, what is your timeline for purchasing this?”

The next time you get an inbound lead, make sure and ask the questions above. It will help you decide who to spend your time with, versus who to let go of. And knowing that will save you a lot of aggravation later on.

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

Qualifying: Before or After Your Presentation?

by mike

I was working with a new client this week, and I listened to a recording of their presentation and it went like this:

  1. Hello, how are you doing—brief rapport building
  2. Deep dive into their presentation—including features and benefits
  3. Qualifying to see what the client was most interested in.

How does this sound to you?

Is this the way your presentations go?

After we went through the call, I suggested it would be much more effective for the rep to know the client’s buying motives (his needs, wants, and wishes) before giving the presentation.

Here’s why:

  1. By knowing the buying motives before your pitch, you’ll be in a much better position to “speak to those buying motives” during your presentation.
  2. While tailoring your pitch to your prospect’s specific buying motives, you’ll also be able to stop after making a point, and, using tie-downs, check in to see how your presentation is going.
  3. Near the end of your presentation—right before discussing pricing—you’ll be able to use a trial close to see if your prospect is bought in. Something along the lines of: “So, based on what you’ve seen so far, does this sound like the solution you’ve been looking for?”

If you want to immediately improve your conversion rates, then make sure you understand—in advance—what your prospect’s buying motives (and potential objections) are.

Then, spend your presentation targeting those needs, and checking in often to see if you’re meeting them!

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today