Leads Never Get Better
A friend mentioned a book by Mike Brooks the other day. It led me to his site.
http://mrinsidesales.com/insidesalestrainingblog/
I was looking through Mike’s site and came upon this interesting comment in one of his white papers:
“The rule for calling back leads is:
Leads Never Get Better
What appears to be an objection or deal killer on the front end, always is.”
Sometimes salespeople don’t hear these comments (red flags), and then at the end the prospect doesn’t buy for the very same reason she said in the beginning.
Mike says don’t ignore red flags. When you hear them, ask qualifying questions.
For example, if they say they will “look over your stuff,” ask, “Excellent, after you have chance to look it over, if you think it can help your company, when would you move on it?”
Great stuff. What is your experience in this area?
