The process of selling is successful only when sales leads are converted into customers. But convincing a sales prospect is a difficult task and unless the right technique is used, the process may not succeed.
Sales leads can be categorized as follows " prospects that need the product and will purchase it immediately; prospects who will buy later; prospects who are in-decisive. Each lead type has to be handled differently in order to convert them into customers.
Ensure to keep the leads updated on all latest developments relating to new product lines, offers, discounts, sale days etc. And, circulate this information through news letters, website blogs, trade shows or through emails.
Make sure your updated company information is always available with the sales lead. Also, if it is business concern ensure to maintain their updated company information in your database. This way, the selling team can reach out to the right decision making contact. Company information can also be obtained from online business directories, where information on email lists, mailing address, contact person etc., is available.
Offers can be used as opening points for the sales talk. Since, by now, you will know the prospects need for the product, always project the offer first. Sometimes, offers may be for group purchases, referrals or even for being a loyal customer till now.
While making the sales talk, be equipped with financing options, especially if it is for personal use. Because, most of the time, the price factor demotivates prospects from taking up the offer.
It is very important to follow up with the prospect in the lead generation process. It is also important to leave the contact number or address in case the prospects want to get back, if they change their mind. These above points can help the sales team to make the sales talk convincing and interesting; and eventually, aid in driving bottom line sales for the marketing organization.
Sales leads can be categorized as follows " prospects that need the product and will purchase it immediately; prospects who will buy later; prospects who are in-decisive. Each lead type has to be handled differently in order to convert them into customers.
Ensure to keep the leads updated on all latest developments relating to new product lines, offers, discounts, sale days etc. And, circulate this information through news letters, website blogs, trade shows or through emails.
Make sure your updated company information is always available with the sales lead. Also, if it is business concern ensure to maintain their updated company information in your database. This way, the selling team can reach out to the right decision making contact. Company information can also be obtained from online business directories, where information on email lists, mailing address, contact person etc., is available.
Offers can be used as opening points for the sales talk. Since, by now, you will know the prospects need for the product, always project the offer first. Sometimes, offers may be for group purchases, referrals or even for being a loyal customer till now.
While making the sales talk, be equipped with financing options, especially if it is for personal use. Because, most of the time, the price factor demotivates prospects from taking up the offer.
It is very important to follow up with the prospect in the lead generation process. It is also important to leave the contact number or address in case the prospects want to get back, if they change their mind. These above points can help the sales team to make the sales talk convincing and interesting; and eventually, aid in driving bottom line sales for the marketing organization.
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Information on sales leads can be obtained from an online business directory. To know more on them, click on company information.
