Book: Hitting The Mark - The A-B-C's Of Rating Your Customers & Sales Leads by Steve Hoffackercategories: Book, Rating Your Customers, Ready-Willing-and-Able, Sales Follow-Up, Sales Training, Remodelers, Making More Sales, Scheduling Contact, Follow-Through, Sales for Contractors, Sales Management
Steve Hoffackerabout this book: Anyone who sells fulltime or does this in conjunction with their business can appreciate the importance of identifying the people most likely to buy their product or service. Instead of wasting a large portion of their time by following-up with people not likely to ever make a decision for what they are offering, salespeople can now focus on those that display some interest in what they have. Without an objective way of determining the interest level and the ability (and timing) of someone making a purchasing decision, it's very hard for salespeople to allocate their post-presentation time effectively. You likely have heard of the "ready, willing, and able" formula for assessing someone's relative interest in what you are offering. This book builds on that concept by actually quantifying what each attributes means and how to measure it and then adding an important definitive fourth measurement (how well someone likes you and wants to do business with you) that turns this into the perfect rating system. This takes all of the guesswork out of determining where you should invest your time.
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