Having trouble identifying the real sales prospects from the time wasters?

Speaking to a colleague recently, he told me that he is frustrated by people who appear to be good prospects, but then string him along and never make a commitment. Typically, they make comments like they want to go ahead, but in a few months' time, they just need to get the MD’s approval and so on. At the same time, he has found some very good customers who he initially thought would never close as a sale! He wanted to know how to identify the real prospects and not waste time on time wasters.

Qualifying leads into real prospects can be a challenge. Having a process is the key, and will make you more productive. Some tips here are:

• Stay behind the customer – never try to lead him to the sale. Use phrases such as – “from what I have heard so far, I’m not sure you are ready to proceed just yet” or “is this the right time for you to make this decision”. Psychologically, if you gently take the sale away from the customer, you will soon see how serious they really are.

• Qualify the prospect by finding out if:
  • There are real issues that affect them today, and seriously impact not just the business but them personally
  • They have money available for the sale?
  • They are the decision makers or are others involved?

Make sure you do this before submitting any proposal – and save yourself time and frustration.

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