The four steps to follow for phone sales leads

Posted by Steve Whittington on Nov 22, 2016 12:05:22 PM

leo-cold-callsI work for an organization that sells industrial equipment, farm equipment and recreational products. Our buyers are generally not shoppers but customers that have a product solution need: they need to get the crop off and are looking for a grain cart to move it.  They need to haul a skid steer to the job site, they need a flatdeck trailer to move it. They have four snowmobiles and need to get them to the mountains.  The point is, the customer is calling looking to buy because they believe they need to.  There is not a want; there is a need.  Many organizations have the same buying behavior.  In today’s digital world, the phone call is often the first human-to-human contact and is so very important. Yet, all too often, the incoming call is mishandled as follows:

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Topics: lead management, Marketing Series, sales calls, advancing the sale, phone leads, Blogs

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