One of the first things to be successful in sales is to be able to read who is interested and at what level their interest stands. For example, if someone is asking detailed questions about a product or service, odds are they are interested and comparing, while someone that is just browsing may only have a casual interest. know where and how much time to spend on leads, what kind of attention that lead requires to convert to a sale is an important aspect of any lead program.
- Sales reps, according to the author, are like doctors and nurses because they take a reading of the temperatures of people to know how they are feeling.
- When a sales rep terms a prospect to be hot, that means that prospect is ready to buy but when they are termed to be cold, they are not.
- Before the internet, sales reps do their checks on people in person and if a lead is qualified, they spend more time with that individual.
“Schedule a sit-down between sales and marketing. Talk about what your target market looks like, who’s in your database already, and what kind of buyers are currently closing deals. You’ll also want to discuss things like when to start lead nurturing and what makes a bad lead.”