Over the course of the day are you on the phone and exchanging emails with prospects that lead you nowhere? Wouldn’t it be nice to know sooner than later which ones were worth pursuing? In this article we outline six sales skills that will help you spot likely buyers and advice for leading them through the sale. And don’t forget, like Tom Hopkin’s said, the buyer’s “no” might have started with you.
1. Vetting for qualified candidates
You likely have a rough picture of your most likely buyer, but do you have a specific profile? If not, now’s the time to put one together.
Look back over your last ten sales and write down (or type out) 10 key characteristics of buyers who actually signed on the dotted line. Then compare buyers against one another. Chances are you’ll see a few trends that will crystalize exactly the type of persona who actually makes a purchase. Once you have a handle on who actually closes sales you can much more effectively vet incoming leads and identify if they are prospects worth pursuing or not. Corey Eridon over at Hubspot wrote a great article about developing your buyer personas.