Don’ts of Phone Lead Qualification
Freewheeling
A common mistake is that no structure is maintained after the pitch. The further conversation is then conducted on the basis of the feedback. This usually results in Telephone Lead Qualification awkward situations. For example, the prospect starts talking about his golf weekend in Barcelona and because you are freewheeling so nicely, you spend 5 minutes talking about a par, birdie and a bogey. Conversation gone and you have landed on Pluto! And then the manager hears that the proposition does not work…
Tip: use the SPIN method -> efficient, effective and easy to adopt
Tip: use the Framing conversation technique -> dealing with resistance
Send Telephone Lead Qualification
Pay attention: focus on the relationship and not on the deal. So don’t call to give a sales pitch and talk about what you have to sell. The trick as a salesperson is not to tell, but to listen. Let the prospect tell. About what his/her function exactly entails, about how they approach certain matters in the organization.
Have you read that the company is moving to a new building or is merging? Ask about it. Also check the vacancy page. This sometimes provides interesting information. Show that you have already paid attention to your potential customer in advance. Everything you pay attention to grows!
Lying
A white lie is quickly made under the guise of ‘we’ll explain that further in the personal appointment (but then at least I’ll be inside)’. Often this is not so much a conscious choice, but rather an insecurity to admit that you don’t know something. A qualitatively successful salesperson is honest and transparent about his/her knowledge. If you don’t know something, just say so. Suggest that you will look into it and come back to it. And if you have the chance to continue the conversation, ask about other topics. Having to look into something does not automatically mean the end of your conversation.
Not keeping promises Telephone Lead Qualification
A very obvious statement, but this is russia phone number library where things often go wrong in practice. You pass this on to department X, but they do not send the demo model or send it too late. Then you are immediately 1-0 behind.
Therefore, set a reminder in your calendar to the phases of inbound marketing check whether the action has actually been followed up. Does the follow-up take a little longer? It can happen, but make sure your lead stays warm. Just call to let them know that it is busy, but that they are working on it.
Listen to the voice in your head when things aren’t going so well Telephone Lead Qualification
The majority of salespeople are eliminated because the belgium numbers are led by the ‘bullshit story’ that is going on between their ears. ”I have done my best all day and achieved nothing. Can I do this? Is the data correct? Why does no one answer? Why do I have to email every time? I don’t dare interrupt either. Such awkward silences in those conversations. Do I want this?” And so on, and so on.
If we have learned one thing, it is that every attempt is a unique attempt and everything around it is beyond your control. That is crystal clear. So let it go. Be okay with the fact that thoughts can pop up and that you have the choice not to listen to them. Keep believing in yourself, be honest, note what is not going well and try to improve it with your colleagues; then it will always be okay. And even if you come to the conclusion that the work is not for you, it will still be okay with you!
