Do you as a business understand the sales prospecting process?
Do you have a series of questions to qualify a particular client? And do you ask your potential client those questions when they first contact your company?
These are all important areas to establish when it comes to a sales lead. It is important to establish whether the client is a ‘workable client’ with whom you could work successfully. Much of the time, businesses don’t recognise the importance of sales prospecting unfortunately.
Why not devise a series of questions which are relevant to the type of client you want to work with. This will save you time and energy otherwise lost working against the grain with particularly challenging clients. We all know we have had those types of clients before. I think that by setting out a proper sales prospecting questionnaire, we can give you clarity as to the type of customer that would most benefit from your business.
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