Jul 5, 2023
Over the years, I've had a lot of people come up to me and ask me, "What's this box of veggies all about?..."
I used to take 5-10 minutes with EVERY person and dive deep into how a CSA worked, how to sign up, etc. I could tell some of them were interested, and some weren't, but it would take me a little longer to figure out if they'd be successful.
Years later, I now know how to shorten that process immensely. I've learned how to ask the right questions first, read body language, and determine who is really a serious lead, and who isn't.
This screening process is something called "qualifying your leads" in the marketing space.
Qualifying leads is important because it allows you to focus your precious time and resources on prospects who are more likely to convert into paying customers. If you can find a way to identify and then target the qualified leads, you'll not only see higher conversions, but it will happen a whole lot faster.
So what are the questions and elements we need to be looking for to help us "screen" our leads? In today's episode, I share an acronym used by IBM sales executives called B.A.N.T.
B - Budget
A - Authority
N - Need
T - Timeline
This acronym becomes the starting point for a lively discussion on what information we're trying to glean from our prospect, to help guide the sales conversation. At the end of the day, I want my client to LOVE my product and experience satisfaction. I feel responsible for making sure I don't sell it to someone who isn't a good fit.
Use this podcast to help you develop your own qualifying questions for sales conversations, and consider how you might set these up into a "system" in your customer interactions.
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