The Sales Nightmare - The Horrible Lead

Stop Chasing Bad Leads A Quick Guide As To How To Stop

As a sales professional, you only have so much time. Your day is split into four main categories: (although this does vary with company and title) acquiring new business, managing existing accounts, taking incoming inquiries and researching the industry in order to ensure your knowledge is up to par with that of your competitors. Therefore, as a sales professional, you need to be very picky as to the leads you spend time working on. Spend too much time on a bad lead and you could miss a great opportunity.

Here are a few variables to consider when deciphering who is a good lead and who is a waste of time; time which could have been better spent:

1. The prospect is way too arrogant here is the thing about over arrogant peoplethey have no respect for the time which you put in, they have no loyalty and will drop you two minutes before they are about the ink the contract. Even though arrogant people do need vendors, products and services just like the rest of us, they typically will drag you through the mud and wont think twice about it. Now, there are worse leads than having to work with somebody who is over arrogant, though there are much better.

2. The prospect is way too demanding some prospects have trouble accepting reality and hate being informed as to what is and what is not possible. With these leads, no matter what you do or how you do it, it is never good enough for them. Unless it is a very large, crucial account, steer clear or youll be having an intimate account management relationship with this person for years to come.

3. The company seemingly does not have too much money if a company is only made of 5 employees, they are a big flight risk; this is regardless of how the tell you the wonderful aspects of their product or service or how they are going to be 100 people strong in a years time. If that is the case, then they would be buying an amount of your product of service which reflected that they were, at a minimum, a company of 50 employees.

4. The prospect, during the first ten minutes of the first conversation, makes it clear that they are looking at every vendor from here to China there are two main reasons why prospects make these statements. A lot of people do this as an attempt to set up future negotiations and attempt to ensure that they are in the drivers seat. The second reason is that they were not intelligent enough to do research on your industry and they are calling everybody in town. Embrace this type of lead and you will spend a lot of time bending over and over again because every little detail is going to be compared to that of your competitors.

by: kas ksundheim

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