0:00:00.719,0:00:04.880

All right. So another key step in the

0:00:03.360,0:00:07.520

sales process

0:00:04.880,0:00:08.480

is what we call lead qualification, in

0:00:07.520,0:00:11.440

other words

0:00:08.480,0:00:13.360

determining what kind of customer we

0:00:11.440,0:00:15.599

might be dealing with.

0:00:13.360,0:00:17.279

A specific definition what you see here

0:00:15.599,0:00:18.640

is the process of determining which

0:00:17.279,0:00:21.520

potential customers

0:00:18.640,0:00:22.880

are most likely to make a purchase, and a

0:00:21.520,0:00:24.240

lot of times it goes a little further

0:00:22.880,0:00:27.199

than that to even

0:00:24.240,0:00:28.800

be so specific as sort of determining

0:00:27.199,0:00:31.199

what product

0:00:28.800,0:00:32.320

or group of products they might be most

0:00:31.199,0:00:34.719

interested in,

0:00:32.320,0:00:36.160

so that's the key to lead qualification.

0:00:34.719,0:00:39.040

One is it eliminates

0:00:36.160,0:00:40.239

those who are not likely to buy because

0:00:39.040,0:00:42.160

just because somebody

0:00:40.239,0:00:43.920

is a potential customer there are all

0:00:42.160,0:00:44.480

sorts of reasons that they might not

0:00:43.920,0:00:46.879

actually

0:00:44.480,0:00:48.480

be a good customer, in other words maybe

0:00:46.879,0:00:51.680

0:00:48.480,0:00:53.840

been become loyal to another product

0:00:51.680,0:00:56.000

or maybe at the moment they just don't

0:00:53.840,0:00:58.399

have the financial resources,

0:00:56.000,0:01:00.239

those are both key reasons that we might

0:00:58.399,0:01:03.359

0:01:00.239,0:01:05.119

from our target pool. What lead

0:01:03.359,0:01:07.119

qualification does for us

0:01:05.119,0:01:08.799

is it really increases sales person

0:01:07.119,0:01:10.400

efficiency. So

0:01:08.799,0:01:12.880

a lot of times it's the sales person

0:01:10.400,0:01:14.080

themselves that is doing the lead

0:01:12.880,0:01:16.720

qualification

0:01:14.080,0:01:17.280

and the point of this is before you go

0:01:16.720,0:01:19.600

too far

0:01:17.280,0:01:20.960

trying to sell a particular product you

0:01:19.600,0:01:22.640

need to make sure

0:01:20.960,0:01:24.640

who you're dealing with, what their need

0:01:22.640,0:01:25.439

is, and what product might be best for

0:01:24.640,0:01:27.840

them,

0:01:25.439,0:01:29.840

so that's the key to lead qualification.

0:01:27.840,0:01:31.920

If this is done effectively

0:01:29.840,0:01:34.400

this can really increase salesperson

0:01:31.920,0:01:39.840

efficiency to make both the sales person

0:01:34.400,0:01:39.840

and the organization more successful.