Cost Of Not Qualifying - Sales Influence Podcast - SIP 578

Sales Influence - Why People Buy!

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Time Investment in Sales Qualification

🕒 Qualifying a lead can consume up to 5 hours of time without guaranteeing a sale, emphasizing the critical need for efficient lead qualification in the sales process.

🗓️ The initial conversation and appointment scheduling alone can take 45 minutes, while subsequent steps like on-site walkthroughs, proposal development, and reviews can add up to 300 minutes in total.

Strategic Qualification Approach

🎯 Early qualification is crucial, with Victor Antonio recommending qualifying leads both during the initial phone conversation and again during the first on-site visit to minimize time wasted on unlikely prospects.

Sales Process Breakdown

📊 The sales process typically involves multiple steps, including initial conversation, appointment scheduling, on-site walkthrough, proposal development and review, contract signing, and follow-up emails, each potentially consuming significant time.

Efficiency Through Understanding

💡 Understanding the time estimates for each step in the qualification process enables sales professionals to identify promising leads more effectively and allocate resources efficiently.

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