Sales lead qualification criteria for insurance industry

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if you guys want to sell more you got to talk to more if you got to talk to more you got to maximize your time don't waste time talking to people that are not qualified I got people here dude I walked in one time it's been like 45 minutes and I can hear the person talking and it's like dude this guy's done this guy is not qualified at all for a light speed system like what in the are you doing because if you listen to most people's presentations they don't have any questions all they got is a bunch of yak yak yak yak yak so many salesmen just start talking it's unbelievable and you got to ask yourself are you one of those I don't know if you guys have heard of What's called the bant method bant asking these questions guys helps you gather crucial Intel to determine whether the prospect is a good fit for your product or service it allows you to focus your efforts on leads that are most likely to convert thus optimizing your sales process and maximizing your sales budget Authority need timeline budget Authority need timeline so as you're qualifying and having these conversations you're also picking up information to qualify how much faster can you qualify if you're doing it while you're having a conversation finding out information gathering information to build value and service these questions will also elicit whether or not they're qualified what budget have you allocated okay again bant think of it as a acronym for Budget Authority need and timeline this will tell you if they're qualified what budget have you allocated for this type of product or service what kind of money you working with IT addresses the whether the prospect has set aside funds for a solution like yours and how much they're willing to spend let's say your your your solution is $10,000 and you know you ask me what kind of budget I've set aside nice I haven't even really thought about it well dude do they have 10 grand or not if they do not have $10,000 again you guys I'm not talking about the once in a-lifetime exception that you you know found a way to make me wrong look at all the times I'm going to be right if someone cannot afford your product or service I promise you they're not going to buy it if they don't have the money how are they going to buy it well we have financing Solutions again what budget have you allocated couple hundred a month oh so you want to finance how does the budgeting process for purchases like this work within your organization would be another like if you're selling to businesses understanding the budgeting process can give you insight into potential hurdles and the time frame that you're working with somebody says well you know we plan we plan budgets every quarter when was the last budget meeting yesterday well bro you're not in the budget okay you're going to have a hard time until next quarter again this is just information to determine whether or not you are wasting your time cuz time is everything now let's go to Authority hey can you tell me about the decision-making process Who's involved you know this helps identify the stakeholders and whether the person you're speaking to can can can make or influence the buying decision what if I can't make the buying decision you're going to spend 9 years with me you're going to spend you know 18 hours and follow up incessantly and then find out later I can't make the decision guys get to the decision maker who else is going to be involved in the process knowing who else is involved allows you to tailor the pitch and address the concerns see what I'm saying Authority so at the same time you're understanding and you're actively listening you're Gathering all this information this intel if you will in order that when you do you know start presenting your product or service or solution you know you've got the information so many salesmen just start talking it's unbelievable and you got to ask yourself are you one of those because a lot of times dude you'll be surprised how many people are doing this what specific challenges are you hoping to solve you know do they have a need it uncovers it uncovers their pain points what challenges are you hoping to address what if the product or service that you have does not address their problem you can quickly identify that and cut to the Chase and either get rid of them and go on to the next one CU remember this this whole conversation is in how do we maximize volume volume number of sales who wants to sell more I do great well then you better get really good and effective at qualifying your people without offending your people okay the next one is timeline okay when do you hope to have a solution in place okay what steps need to be taken before you can make the decision I'm looking to maximize volume I'm looking to sell if you're interested in December look I'll be happy to follow up with you in December I need to get to the next guy that is looking to solve some right now and again this is going back to how do we maximize the volume of sales we got to be efficient at qualifying people some people think this is rude it's not rude it's intelligent and it's and it depends on how you convey this information would do you hope to have a solution in place and what steps need to be taken before you can buy or before you can make a decision like what needs to happen before you make the decision because if you listen to most people's presentations they don't have any questions all they got is a bunch of yak yak yak yak yak and that's where they're missing everything they don't ask any questions how in the hell do I know how to build product value if I don't understand anything about you I just make an assumption oh you're looking for a oh great let me show you this one oh this is the best in the world you want a four-door you want a two door how about who is it for what are you replacing why why are you replacing it like you got to ask questions it's the key so budget what budget have you allocated how does the process work for purchases like this within your organization Authority can you tell me about the process for purchases like this who else needs to be involved need what challenges are you hoping to address have you previously tried to solve this timeline when do you hope to have it in place what steps need to be taken before you can make a decision you can also ask you know what are the most important features or outcomes you're looking for how does this purchase fit into your overall strategic objectives you know what are the most important features or outcomes you're looking for that identifies whether your product or service aligns with the value what the customer values most and and how to make it do that with personalization how does this purchase fit into your overall strategy you know it give you a broader context of the purchaser importance and urgency and reveals the projects value what's the value and again asking these questions guys helps you gather crucial Intel to determine whether the prospect is a good fit for your product or service it allows you to focus your efforts on leads that are most likely to convert thus optimizing your sales process and maximizing your sales why because you're going to talk to more people you're going to qualify them more efficiently which means if you can weed out the ones you shouldn't be wasting time on on how much time is wasted on bull leads I mean I I got people here dude I walked in one time it's been like 45 minutes and I can hear the person talking and it's like dude this guy's done this guy is not qualified at all for a light speed system like what in the are you doing well I didn't want to be rude dude you didn't want to be rude you don't have to be rude just because you you've identified that they're not qualified you don't have to be Rude why would you have to be rude you know hey do you got any money no oh you no you don't have to do it like that hey what budget have you set aside well I haven't really thought about it well if you thought about it what would it be you know roughly it doesn't have to be exact well you know I was thinking maybe 10 grand I got a $100,000 product well let me ask you a question would $10,000 under any circumstances be elevated to $100,000 if it solved your point pain Point 100,000 no dude I ain't got 100,000 oh no problem well listen we might have some financing options let me send you over a little bit of material and a couple of financing options and see if that helps okay I'm not sure what the payment would be but if the payment would be affordable would you take it then because again just because 100 Grand like I ain't got 100 Grand you but I got 900 bucks a month so again can we Finance them but these are qualifying questions to maximize the volume that you guys have okay for