Real Secrets of the Top 20%

Real Secrets 037: How to Handle Incoming LeadsBy Mike Brooks, www.MrInsideSales.com I get many requests each week from readers who want to know how they should deal with incoming "warm" leads.  "These leads are more qualified because they are calling in," I hear over and over.  But we all know this isn't necessarily true is it?  In fact this attitude leads to the biggest mistake 80% of your competition is making when they receive warm leads -- "They go into pitch mode rather than qualification mode." 80% of your competition mistake the "implied interest" of a call in to mean they are already qualified, and all they need to do is explain their product or service.  Wrong! The Top 20%, on the other hand, know that warm leads can be some of the biggest time wasters of all, so they do what they always do -- disqualify people who are "just looking" so that they can identify the real buyers, and they do this by asking questions rather than pitching. Here are some great questions to