Shweta Jhajharia of The London Coaching Group, explains a systematic approach to qualifying leads. Minute 1: Start strong, and position yourself correctly. You're making the decision – you’re trying to qualify them. Minute 2: How and why did they come to you? Minute 3: Get an overview of your prospect Minute 4: Find the bridge they want to cross. Where are they now and where do they want to be? Minute 5: Identify what’s in the way. Minute 6: What do they hope to get from you. Minute 7: Find out the immediacy. If the problem isn’t immediate, it will be a tough sell. Minute 8-9: Restate their problems. Gain their trust and respect - by feeding back exactly what it is they desire, and what's preventing them from getting there. Minute 10: Close the deal, or close the door
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