Stop Qualifying Leads— Start Disqualifying Them
Posted: Sun Jan 26, 2025 9:23 am
Thoughtfully and carefully transferring calls reflects positively on your entire organization and will eliminate the dreaded game of musical phones.5 Tips For Joining The Top 20 Percent Of High Performers
Why is it that 80 percent of the sales and revenue in any company or industry is made by the top 20 percent of producers? And, more importantly, what can you begin doing today to become part of that elite group?
Be Prepared With Scripts
Isn’t it true that 90 percent of the time you get the same brush offs, put offs, and objections when you’re dealing with prospects and clients?
80 percent of your competition is still ad-libbing their way through their presentations and they sound like it.
The top 20 percent, though, are completely prepared with proven scripts, rebuttals, and techniques that get them past gatekeepers, past smokescreen objections and to the sale.
So many sales reps and companies still believe in the luxembourg telegram data sales pipeline idea that if you put enough leads into it, some will turn into deals.
That attitude leads to a closing rate of about one in ten— and drains your energy and confidence.
The top 20 percent use a sales cylinder instead and understand that you can’t close an unqualified lead.
The next time your prospect tells you to “Send some information” ask them,“Sure, and if you like what you see, when will you place an order?”
Use Assumptive Questions
80 percent of your competition actually create smokescreen objections by asking closed ended questions during the first call.
Instead of asking, “Are you the decision maker on this?” you should use the top 20 percent technique of: “Besides yourself, who else is involved in making the decision on this?”
This eliminates the, “Well, I’ve got to show this to…” objection that will come later because you’ll know in advance who’s involved in the decision process.
Why is it that 80 percent of the sales and revenue in any company or industry is made by the top 20 percent of producers? And, more importantly, what can you begin doing today to become part of that elite group?
Be Prepared With Scripts
Isn’t it true that 90 percent of the time you get the same brush offs, put offs, and objections when you’re dealing with prospects and clients?
80 percent of your competition is still ad-libbing their way through their presentations and they sound like it.
The top 20 percent, though, are completely prepared with proven scripts, rebuttals, and techniques that get them past gatekeepers, past smokescreen objections and to the sale.
So many sales reps and companies still believe in the luxembourg telegram data sales pipeline idea that if you put enough leads into it, some will turn into deals.
That attitude leads to a closing rate of about one in ten— and drains your energy and confidence.
The top 20 percent use a sales cylinder instead and understand that you can’t close an unqualified lead.
The next time your prospect tells you to “Send some information” ask them,“Sure, and if you like what you see, when will you place an order?”
Use Assumptive Questions
80 percent of your competition actually create smokescreen objections by asking closed ended questions during the first call.
Instead of asking, “Are you the decision maker on this?” you should use the top 20 percent technique of: “Besides yourself, who else is involved in making the decision on this?”
This eliminates the, “Well, I’ve got to show this to…” objection that will come later because you’ll know in advance who’s involved in the decision process.