Empower your engineering team to convert leads to sales for engineering

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hi it's Phil here from action coach business steps and today we're going to look at how to convert your leads into sales the first thing we'll do is just make the assumption that through your marketing activities you've already generated the leads and that they've now commenced the journey through your sales funnel now why is converting leads going to be important in your business well think of your business as a bit like a tree it's either growing or it's dying and by having leads coming through and converting sales this is the one way that you will ensure that your business keeps growing and it's going to help you make more money along the way there's three key things to look at in converting those leads that you already have into sales and the first step is to really put together and establish some scripting uh some sales scripting that your team can then follow to make sure that you're going through the sales process exactly the same way with every team member now sound scripting is not something where you'd write out a script and then you'd say it verbatim it's important here think about sales scripting as dot points think about them as being questions that you can ask that are going to help you get to I guess identifying the issue or the problem that the lead is trying to solve Now by asking those questions it's then going to lead you to the point where you can offer a solution that's going to suit and satisfy solve the problem that the lead has come to you with so once you've been through that process and using a question answer question answer and each time you ask a question the goal has got to be to dig a little bit deeper find out more about what it is to the ladies is wanting to have yourself once you've got through that process and they start asking you questions then you can safely assume that you've got the sale now before you actually um ask any closing questions you might want to do some temperature checking so this is the next step the temperature checking is asking a question a detailed question is now is that for example is that what you had in mind is this within the budget that you're allocating for this project so there are a couple of different questions that you could be asking once you've been through that temperature checking process and the customer is saying yes no everything's all giving the indication that everything is okay um it may be that they at this point that they might raise an objection so objection handling is that third area that you need to make sure that you've learned the skills and handle how to handle the objections so the first thing that you need to do is put it in the normal basket yes most people have that question and so you know what you are asking is quite normal put it in that normal basket the next area is to repeat their objection back to them and repeat it back in the language that they're using so you might say something so uh Bob what you're saying is that you're not quite sure whether this is going to fit into the budget that you had in mind is that correct so again at this point it's important to then go back through all the benefits that you first identified that would solve this problem for them and then get agreement that yes that would solve the problem then it's fairly safe for you to then move on and start to close the sale and so you might close a sale with something uh like this um Bob would be okay if I showed you how we could get started on this project so ask those closing questions and again this needs to be part of your sales scripting that you have a range of different questions that you can ask for different situations and circumstances and in that sales process so if you would like to learn more or improve your sales skills please feel free to reach out to me we do have a number of different programs that will help you improve those sales skills help you improve your business help you grow your business to the level that you want us want it to be bye now