Sales skills

Lead qualification can sometimes be a little trickier than simply getting answers to your lead qualification questions. It may help to try scoring answers, so that you can better prioritize leads Lead qualification using a scorecard Is there a budget for this project? (15 points) Can the company afford not to take on this project? […]

Qualifying leads takes time and effort. But qualifying leads makes up an important part of figuring out whether you can engage a client in the sales process. You don’t need to grill the prospect to get this information. You can use: Corporate website Corporate research reports Newspaper articles Information from others who have dealt with

In my previous post, I mentioned the value of asking questions. Here’s another reason: it will help you make more money. Potential clients tend to ask a lot of questions. What would you recommend I do? How would you handle this? How have you dealt with this with other clients? What problems do your see

Here’s some great consulting advice from Peter Drucker: My greatest strength as a consultant is to be ignorant and ask a few questions. As a consultant, it’s tempting to take on the role of expert. After all, a consultant is an expert. But don’t let that get in the way of learning more about your

Lead qualification helps you turn your sales leads into prospects for actual sales. By setting out criteria for lead qualification, you can better prioritize your leads. You’ll know where to spend time — and, if you track what you’re doing, you’ll be able to tell where things go right or wrong. Qualifying leads involves getting

Qualifying leads is one of the most important parts of generating leads. By qualifying leads, you can figure out if the contacts you’ve generating from your lead generating activities were actually worthwhile. Otherwise, all the people who’ve signed up for newsletters, sent you emails, handed you business cards or responded to cold calls…well, they’re just

Sales prospects are key to your business’s success. Sales prospects are the people who may be interested in buying from you. And it’s your job to turn them into leads, so that you can begin the sales process. But where do you find prospects? Mailing lists Direct mail lists Tradeshow lists Event lists Magazine subscription

Basic selling skills for consultants. Honing basic selling skills can help you achieve greater success.To be successful in your business, you need to be more than just a subject matter expert. You need to be a bit of a salesperson. In fact, most people already have basic selling skills. Getting better is more of a