10 Ways to Convert a Lead
By Ralph Zuccarini, Sales and Marketing Coach -- JCK Online, 12/1/2005 2:00:00 AM
[Ed. note: see “10 Ways You Can Generate Leads,” JCK, November 2005, p. 65]
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Use scripts. Script your best salesperson and train others based on that model.
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Track conversion rates.
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Get sales training.
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Use “either … or” questions when talking to customers.
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Conduct regular sales meetings and help your salespeople set goals.
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Hire better salespeople.
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Use check sheets to ensure important work details aren't being overlooked.
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Sell only on the benefits of merchandise.
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Focus on the clients' needs and wants.
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Build rapport with clients.
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