May 7th, 2003
Sales & Sales Management Newsletter
This issue deals with prospect qualifying versus disqualifying - turning "hope" into a quantifiable sale.
by Ted Gulas
This spring found Billy Bob making another round of follow-up calls to prospects who expressed a strong and positive desire to purchase his products. All told, Billy Bob was spending close to 35% of his sales time following-up with customers at the final stages of the sales cycle. Despite his persistent weekly attempts, no tangible results were manifesting themselves. To make matters worse, these prospects seemed very convincing and positive in their interest for Billy Bob's solutions lending a sense of frustration to his efforts..
To verify that self talk, Bill Bob needs to find a way to get through to the prospect and explain that he has not been reading the signals very well and, based on their failure to return his calls, he believes that they have no interest in moving forward so he's going to close the file. If they are truly interested, they'll tell Billy Bob. If not, he has just freed himself to spend his time on the highest pay back activity.
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