When qualifying sales leads, it can sometimes get really hard to avoid arguing with a prospect. It feels like the whole lead generation process is no longer about finding interested customers but picking a fight with someone. And given the often sensitive nature of financial-related topics, it should not be surprising. How does one acquire sales leads who look to themselves for every reason to say no?
First off, there are two types of conventional wisdom at work here. One is the assumption that the customer is always right. If there is an objection, then it must be valid (which ends up costing you plenty of sales leads as a result). The second type is actually the opposite extreme: you are a financial service firm so you know better. Always. Alas, that does not make you look any less arrogant and will not net you any business leads.
Perhaps what makes this more interesting is that you both still are likely dealing with the same financial problem. The only difference is that you and your prospect have different approaches. Ever wondered why it has yet to occur to you to actually work together with them? That is what it means to qualify with seemingly disagreeable sales leads. You have to double team on a problem instead of brawling with each other.
Related Content: Why You Aren’t Getting a Steady Stream of Financial Sales Leads
You see it all the time in movies and TV. The real enemy is neither you nor your sales leads. It is the problem you both have identified. The problem is like the big bad wolf who easily manages to subvert all your attacks and moves. The reasons for why it is so are also pretty obvious:
Related Content: Generate Sales Leads With The Right People For The Job
Again, it is not so hard to see how effective it would be to double team with your prospects when qualifying sales leads like financial planning leads or management consulting leads. When there are gaps in either of your knowledge, it is only logical that putting them together can result in a combination attack that will deal better with your common problem. Start using business lead generation to double-team!
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