Once we have identified an “A” prospect, what do we do with them? Where are they on this circle?
Keep In Touch!
Do not let them go. Determine the most efficient method to continue to maintain contact with this individual; done properly, they may become a customer.
The extent to which the salesperson understands the reality of the picture below, and is able to use it to their advantage, they can directly and positively influence their close ratio, sales volume, and profit margins.