How can you balance the urgency of immediate follow-ups with the need for thorough lead research?

Dentro del proceso de ventas existen 3 herramientas fundamentales 1) Atención ANTES de la venta, 2) Atención DURANTE la venta 3) Atención POSVENTA. El termino ATENCION se repite en todo el proceso. Es esta mirada hacia el cliente la que permite comprender donde debe estar la prioridad en todo momento. Sea un potencial, un cliente activo o un referido, siempre vamos a percibir su nivel de interés en función de la reciprocidad que exista. Si detectamos interés en una persona , debemos actuar de idéntica forma en todo el proceso, sin ser empalagosos en nuestra atención, demostrando el deseo de brindar lo necesario para que se pueda arribar a un cierre satisfactorio para ambas partes. El éxito radica en actuar con profesionalismo y preparación.

Early in my career, diving into follow-ups without enough research led to unproductive conversations. To fix this, I allocated specific time slots for lead research and immediate follow-ups each day. For example, I dedicated the first hour to gathering key information about new leads, such as their company background and recent activities. Armed with this information, I then proceeded with my follow-ups. This method ensured timely yet informed outreach, allowing me to engage meaningfully from the start. By structuring my workflow this way, I maintained the urgency for effective follow-ups while ensuring each interaction was personalized and insightful, leading to higher conversion rates and stronger client relationships.

- Have a lead prioritisation system, whereby you rank leads based on specific signals/characteristics - Create alerts on your hot leads, to be updated with latest news regarding the business

The sales process is an intricate, nuanced art that demands meticulous attention to detail. While the phrase 'sales is a numbers game' may ring familiar, adopting an overly impersonal approach can ultimately do us a disservice. The truth is, people are highly attuned to the subtle energies and tones we convey through our words, whether spoken or written. It's no wonder that business models prioritizing non-invasive, professional sales interactions are thriving in today's market.

Mastering the art of approaching prospects with finesse is crucial, as numerous factors influence each interaction - many of which lie beyond our control. These include the prospect's emotional and psychological state, their receptiveness to learning about unknown needs, past experiences with salespeople (positive or negative), and financial stress levels. By acknowledging and respecting these complexities, we can refine our approach to build trust, foster meaningful connections, and drive success.

In my expert opinion, the nursing process is a versatile framework that can be applied to overcome any challenge. This evidence-based approach comprises five distinct steps: assessment, diagnosis, planning, implementation, and evaluation. By adhering to these principles and creating a supportive environment that encourages patients to share their concerns, I consistently achieve optimal outcomes.