Most companies are noted for chasing bad sales leads, mostly due to the fact that they fail to do proper due diligence on a particular sales leads. When they chance upon the least of opportunities, they always approach them with knee-jerk reactions, without considering the pros and cons of the so-called opportunity.
The mistake that most companies make is that, they fail to critically look at each sales lead before accepting it, then afterwards they just pass them on to the sales department. When such a situation happens, your product may not be able to make the expected impact, as it might not be ready to be on the market.
To buttress this point, research indicates that about 61 percent of businesses always send their sales leads to the sales team, and the unfortunate thing is that only about 27 percent of these leads actually yield positive results.
Too many business sales leads will surely be a sheer waste of time to your sales team, and the probability of missing the right sales lead will also be very high. This is because once your sales team is surrounded by mediocre sales leads, they will definitely miss the opportunity to consider the perfect sales leads.
But the reality is, you still have the chance to turn the tables around by considering the following important factors. One very important thing that you have to do is to ask legitimate questions about each sales lead you receive, so you will be able to know its attendant merits and demerits.
The blunder that most companies usually commit is to consider every sales lead to be the same, and therefore pass any of them they encounter to the sales team. But the reality is, no two sales leads are exactly the same – each comes with its peculiarities, and therefore should be treated based on its merits. In this way, the sales team will always be surrounded with the right sales leads.
This is also a means of prioritising you sales leads, and ranking them based on their significance to your business. By asking sales-related questions, you are also beginning to build trust and a cordial relationship with members of the large business environment, not forgetting the fact that you will also have the opportunity to have advanced knowledge on the various proposals and prospects you have in store.
Furthermore, make sure you don’t give your prospective buyers enormous pressure with the questions you ask them. Make it a point to ask those questions that they will feel comfortable about, so that they can explain their business situation to you. It will also give you the opportunity to properly analyse the business structure of the prospects and also allow you to make informed decisions on your product.
Moreover, irrespective of how great the negotiations are going, you have to follow up on the phone. When you get a sales lead via the website or through the email, and the response from the side of your prospects appear to be very favourable, you just have to make an effort to follow up through the phone, to establish the “human nature” in relationships.
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