One of the toughest parts of in sales is qualifying interest of buyers. Most of us become excited at even the littlest sign of interest from a prospect. Go on, you can admit it. It happens to me, too.
If someone makes a nice comment about what I do, tweets, sends a LinkedIn message, leaves a voicemail, sends an e-mail, etc. it gets me excited. I know I’m not alone in this. Let’s face it – we confuse conversation with red-hot interest.
However, qualifying buyers is something we’re not doing enough.