Disqualify your lead
Sales qualification is crucial because follow up plays a
vital role in your daily rigmarole. Most of us get tired when we endlessly
follow up on with clients who are extremely busy and they do not care to
reciprocate their disinterest firmly. This makes the pipeline more robust
however it does not often results in closure.
As we are aware that the industry standard closure is about
10% to 20% depending on the industry. Every sales professional time has a cost
involved to the company so he needs to choose his follow up’s carefully. The
process of tailor made emails, phone calls, visits, is going to be eliminated
once you identify that these clients are stealing your valuable time and
resulting in disappointment.
Always try to qualify in the initial interactions where you
would have a vague idea if the suspect will turn to a prospect. In order to
find the non buyers you could ask questions and also evaluate the buying potential
of the client. The top sales personal have always spent quality time
disqualifying leads which would burden the pipeline and drain away your
energies, instead focus on hunting new profiles and follow up with clients with
relevant information would reap big results.
