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What is qualifying a lead

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Reference no: EM133172029

Before you start calling on potential customers your sales manager (me) wants you to make a prospect plan and a game plan for meeting with those prospects.

  1. What is qualifying a lead? Why is it important & how do you plan ton qualifying leads?
  2. make a specific weekly prospecting schedule for two weeks in the next month. Book time in your calendar to prospect every day. What type of prospecting activity will you do each day?  How much time will the prospecting activity take each day?

3. Discuss the referral prospecting option and explain the importance of getting referrals from existing customers or warm leads.

4. Using the ADAPT & SPIN methodologies, provide a list of 10 questions you should ask your prospect.

5. make a presentation plan, how do you plan to engage customers with appointments? What type of presentation will work for each specific customer? What type of sales aids will you use and why?

Reference no: EM133172029

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