I have been on the phone and reading emails in response to my
questions of what do you need to increase sales.
The sales people and business owners who have responded are looking for better leads.
When they receive leads from a referral source, the lead is not always a good lead.
The other issue is when the sales
person calls to make contact they cannot reach the lead or do not receive a response to a message they left.
I live by the saying everything happens for a reason, and there are no accidents.
Here are a few reasons sales people receive good leads.
- The sales person is not
clear, who their ideal prospect is.
- The sales person does not describe the ideal prospect clearly enough to the referral source.
- The sales person and referral source talk about what the sales person does and not the solution they deliver.
- The lead is a good lead but the sales person does not have a good sales
process.
- The sales person is focused on presenting and not qualifying.
What are your thoughts? Please share.