Simplify and speed up the sales process


  1. Reduce response times to incoming leads by building your ‘speed knowledge.’
    Respond quickly to incoming leads. Conduct research on specific industries, channels, or geographic areas to better understand your customer and industry. This will enable you to solve their problems quickly.

  2. Count the number of interactions it takes to turn a lead into a customer.
    Monitor interactions via telephone, email, and face-to-face. This metric needs to be trending down long-term.

  3. Counter requests for a ‘quick price’ with direct questions so you can assess if you have a genuine lead.
    Try this response: “Thank you for contacting us. We have lots of options, and I would be afraid of giving you bad information. Let me ask you a few questions as to what you are looking for?”


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