Sales is essentially a numbers game. In the ideal situation, if the salesman can find a way to know whether or not a deal with a client is closable early on, he can shift all of his focus to the numbers, so that he could sell more. Here are a few ways to identify a solid sales lead:
The most promising prospects are clients who approach sales professionals directly to inquire. From there, you must be armed with all the information you have about your product, in order to turn the natural interest of a client into a commitment.
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A client who does not proactively inquire is not a solid lead. But when you do get to sit down with the client who then listens to your presentation, you would have gained some traction. If the client asks more questions, this is a sign of genuine interest. Now you have a solid lead.
Another solid lead is a client who is looking to replace an existing product with a new alternative, which you are offering. Clearly, this client already knows the value of the product. This is the most significant expression of a need.
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Keep in mind that you must always aim to close the deal with your client on the first meeting, if this is doable. If not, the solid sales lead is worth a follow up not more than a day later. Follow these simple ways to identify solid leads, and you will have your time well spent.