Tags |
|
|
Links |
|
|
Casual Articles - Increase Sales Tip - Separate Qualified Business Prospects from Prospects and Suspects
9/11, 2001 has hit a whole lot of business. But the most badly hit was air industry. US airlines were virtually on the ground for most of time rather than in the sky. As old adage says. Planes are safer at the ground. But they are built to fly and that where they should be all the time.
Go back to September 2004.It’s the height of the Napter-Metallica-Filesharing craze.And Green Day decides to make music history by becoming the first ever artist or band to sell blank albums.That’s right. Hordes of fans were buying thousands of Green Day CD’s with n
After 30 years in sales and 10 years as a business coach, I have learned that unless terms are clearly defined the ability to secure the desired results has been greatly diminished. For me these 3 terms are defined as follows.
Prospects have all of the following criteria:
- Need
- Budget
- Decision maker
Suspects differs from prospect that they only possess one or two of the 3 criteria of having a need, a budget and is a decision maker.
A qualified prospect goes one step further by having the desire or inclination to say yes. By identifying this inclination to say yes will shorten the sales cycle and provide an even higher sales to close ratio. The following examples may help to illustrate this point.
To increase sales many in sales attend networking event after networking event collecting numerous business cards much like gathering strawberries or blackberries. Their goal is quantity not quality. Their actions have failed to separate the prospects from the suspects; have wasted a lot of time; and ultimately decreased their sales to close ratio.
Sophisticated sales people are more selective in the leads that they secure from those very same networking events. These individuals have already identified specific goals that they wish to achieve after investing a couple hours of their time. During their infomercials, these sales people are consistently using the 3 criteria of having a need, a budget and being a decision
It was an awesome sight to wake up in the morning after a nice long sleep to find sign ups to your business. But, less then a month down the road, they were OUT!Your head spinned around and around. What happened? Where did they go?Well, let me tell you this:TEAM W
Prospects have all of the following criteria:
- Need
- Budget
- Decision maker
Suspects differs from prospect that they only possess one or two of the 3 criteria of having a need, a budget and is a decision maker.
A qualified prospect goes one step further by having the desire or inclination to say yes. By identifying this inclination to say yes will shorten the sales cycle and provide an even higher sales to close ratio. The following examples may help to illustrate this point.
To increase sales many in sales attend networking event after networking event collecting numerous business cards much like gathering strawberries or blackberries. Their goal is quantity not quality. Their actions have failed to separate the prospects from the suspects; have wasted a lot of time; and ultimately decreased their sales to close ratio.
Sophisticated sales people are more selective in the leads that they secure from those very same networking events. These individuals have already identified specific goals that they wish to achieve after investing a couple hours of their time. During their infomercials, these sales people are consistently using the 3 criteria of having a need, a budget and being a decisio
Most small business people do not take advantage of human relationship issues. They do not understand that being nice and friendly, out going and enthusiastic pays high dividends. When you are out and about in public you should always wear a smile, wave, honk and have a positive displace
A qualified prospect goes one step further by having the desire or inclination to say yes. By identifying this inclination to say yes will shorten the sales cycle and provide an even higher sales to close ratio. The following examples may help to illustrate this point.
To increase sales many in sales attend networking event after networking event collecting numerous business cards much like gathering strawberries or blackberries. Their goal is quantity not quality. Their actions have failed to separate the prospects from the suspects; have wasted a lot of time; and ultimately decreased their sales to close ratio.
Sophisticated sales people are more selective in the leads that they secure from those very same networking events. These individuals have already identified specific goals that they wish to achieve after investing a couple hours of their time. During their infomercials, these sales people are consistently using the 3 criteria of having a need, a budget and being a decisio
Stupidity: Doing the same thing over and over again and expecting different resultsNo one should be billing themselves as stupid. After all you are operating in a very high-paced world, handling multiple demands on your time, and still producing good work
Sophisticated sales people are more selective in the leads that they secure from those very same networking events. These individuals have already identified specific goals that they wish to achieve after investing a couple hours of their time. During their infomercials, these sales people are consistently using the 3 criteria of having a need, a budget and being a decisio
Universal Funnel Law #4 – Every business needs customers or clients. A customer relationship plan further develops loyal customers and serves as a source for ongoing referrals.W. Edwards Deming who is considered to be the father of continuous or quality improvement
The very best sales people have networking goals and use their 30-second infomercial to build a relationship in which the goal is to determine the desire or the inclination to say yes. Some in sales training may refer to this as finding the initial pain. The inclination to buy also revolves around the emotions the prospect is currently experiencing.
When you apply the criterion of having the desire or inclination to buy, you will begin to increase your sales and shorten your sales cycle.
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/35849/casualarticles-Increase-Sales-Tip--Separate-Qualified-Business-Prospects-from-Prospects-and-Suspects.html">Increase Sales Tip - Separate Qualified Business Prospects from Prospects and Suspects</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/35849/casualarticles-Increase-Sales-Tip--Separate-Qualified-Business-Prospects-from-Prospects-and-Suspects.html]Increase Sales Tip - Separate Qualified Business Prospects from Prospects and Suspects[/url]
Related Articles:
Four Brand Identity Myths That Will Hurt A Small Business
The Secret War in the Office - Part Three
Bookmark it:
|