I am learning how to sell. And very often, I don’t get it. One of the biggest challenge in sales is figuring out qualified leads. To put it the other way, weeding out unqualified ones!
Every lead seems like a qualified one, until you spend time with them to only understand that they were window shopping.
Here is what I learned selling
A qualified lead is not just the one who is looking to buy from you, but is somebody who really understands what they need AND why they should buy from you.
- They need to know that talking to you means serious business (and they/you need to have done respective homework).
- Importantly, they need to know that you mean business.
In the first interaction itself, the system should be able to weed out the windows shoppers.
And that’s what this book seller in MG Road (Bangalore) is doing:
Go inside, if you are interested in buying books. Stay away, if not. Ofcourse, you can still be a window shopper, but you now know why you entered the shop.
A bit arrogant, but you get the clue right?
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