Not all leads are created equal. Just because someone expresses interest in your product or service doesn’t mean they’re actually ready to buy or are the best fit for your product or service.
When someone first starts out in sales, they can get over excited for a new lead. They may not want to pass up on any opportunity, no matter how slim. However, sales professionals learn very quickly that not every lead is a qualified prospect.
If you are struggling to close sales, I encourage you to take a step back and make sure that you are qualifying your prospects. It is one of the most important things you can do to increase your success rate.
One of the best ways to qualify a prospect is by asking questions. The more you know about a prospect, the easier it is to sell to them.
Here are a few questions you can ask to help qualify your prospects:
- What need does your product or service fill?
- How soon are you looking to make a purchase?
- What is your budget for this purchase?
- Who else is involved in the decision making process?
- What are your specific requirements for this project?
- Have you worked with a company like ours before?
- How did you hear about us?
Asking questions not only helps you to qualify your prospects, but it also helps build relationships. When you take the time to get to know someone, they are more likely to do business with you.
So, the next time you’re talking to a potential customer, slow down and ask some questions. It’ll be worth it in the long run.
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