Your phone rings…
April 2, 2009
Welcome back!
…and it’s a prospect.
What information do you ask them?
Do you ask for their basic contact information and simply pass the lead on to a sales rep in your oganisation or….
Do you further qualify them or not
Do you ask how they heard about you?
Do you ask the questions that help to confirm they meet your prospective client criteria?
(What is your criteria that a new prospect should ideally meet or match?)
Do you ask about timelines or budget?
Do you ask how you can help them?
How do you eliminate any fears or objections on that first call?
What other questions could you or do you ask on that call?
How do you conclude the call?
What’s the next action - is their turn or your turn?
Do you give them any information? What information, and how is it presented?
(Visually, Auditory or Kinesthetically)
How do you maintain momentum with the prospect?
How do you arrange to speak again, do you or not?
How and where is the information you’ve gathered, stored?
How do you follow up your prospects, and is that process, automated?
