Too often we go into sales calls with little or no plan. No objectives. No criteria for success. This is where checklists can be magical.
Segment Your Leads By Product
One of the best practices in quickly and efficiently moving through a large volume of leads is to segment. This one simple step will remarkably accelerate your sales. By separating your leads into various buckets by the potential qualifying product(s) you will be ahead of the game. You will have the advantage of a plan going into every call.
Consumers’ financial scenarios are typically not as broad as you might think. Most fit into a few finite categories. These categories: good credit, declining credit, bad credit, stable income, self-employed income, improving housing values declining housing values all tend to funnel into specific products. Whether you are talking about mortgage or debt these characteristics (all on the average mortgage or debt lead) give you a heads up on what you can offer them–before you dial.
Create Scripts Specific to Segments
If you know what to expect going into the call you should be well rehearsed. That, of course, doesn’t mean practicing a fresh new pitch in front of the mirror before each dial. It simply means you should have a set of specific presentations for each product and/or credit profile. These presentations should be well scripted. You should be practicing and improving them constantly.
Using well-rehearsed presentations will make you sound professional and knowledgeable. The confidence in your voice alone will build trust in the client.
Develop Go-No-Go Checklists
Although you have segmented your leads and created good sales scripts make sure you can quickly qualify leads. As the market changes and product qualifications shift you need a simple way to tune you scripts for qualifications. I like using separate qualification checklists.
These checklists should be simple questions that quickly get you to a go or no-go decision on a prospect. Can you help them or not? THey can also be used as decision trees–helping you pivot to other products if your segmentation assumptions change.
Quickly moving through your leads and determining quickly who is and isn’t qualified is critical to sales success.