In an ideal sales world, every sales lead would turn into an accessible, eager prospect, one that move quickly through the sales funnel with no hesitation or objections.
But, as any sales professional can attest, that’s rarely the case. A qualified lead may look good on paper but they don’t always translate into a qualified, real-life prospect.
In your quest to close sales, you will encounter many different types of prospects, some of which will be more of a drain on your time, energy, and resources than others. Instead of writing off the more challenging leads, use some of these simple practices along the normal sales process to qualify them along the way.