Know Quotes

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People ask me all the time what I think makes up a qualified lead. It's simple, I tell them. There are five things that every Top 20% producer knows when he or she hangs up the phone with a prospect.

Know these five things and chances are real good you're going to close this prospect. Leave one out -- or two out -- and chances are even better that you're never going to close this prospect.

It's a simple as that

Here are the five things you need to know about every prospect you speak with:

#1) Decision maker and decision process. When speaking with your Prospect, you need to be real clear on whether or not they are the sole decision maker, or who else is involved. Are there more than two involved in the final decision?

Also, what is the decision process like? What's involved? Who's in charge? If you're not absolutely clear on this when you get off the phone, you don't have a qualified lead.

#2) Time frame. Part of knowing who and how the decision is made also involves knowing the time frame for making the decision. You must be clear on when they need your product or service, what type of urgency there is (if any), and when they are making the final decision.

Moreover, after getting this information, you need to be clear about what needs to happen next.

#3) Other quotes. You also need to know what other quotes, products, solutions, or options your prospect is considering. If they have a regular vendor and are getting other bids, you especially need to know:

·How many other bids they are getting?

·Why they are looking for other bids? (Do they just need to get to other bids before going with last year's vendor?)

·What they are looking for in another bid?

·What will make yours the one they choose?

#4) Buying motives (needs and wants). It is crucial for you to have a clear understanding of what is truly motivating your prospect to buy. Only when you know this will you be able to pitch to their listening. You must be able to answer these questions.

·What exactly is the prospect looking for?

·What are their unique buying motivations?

·What to you need to say to sell them?

#5) Why they won't buy. Just as important as knowing why they'll buying is knowing why they won't buy from you. When you hang up the phone you need to know:

·Why are they really getting another quote?

·What are some of their sore spots?

·What are they trying to avoid?

·Why won't they buy?

These five elements are the bare minimum of what you need to know about every prospect you qualify. These points form the basis of your qualifying checklist, and you need to have scripted questions that you ask on each and every call to find these thing out.

You do have a qualifying checklist don't you?

In my upcoming "Top 20% Inside sales Training Boot Camp," I cover your qualifying checklist in depth and help you script the questions you need to ask - be on the lookout for it. It starts on January 9, 2007.

In the meantime use the above checklist to start finding buyers today!

If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here: http://www.mrinsidesales.com/ezine.htm

Mike Brooks, Mr. Inside Sales, offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you want to Close Business like a Top Closer, then learn how at: http://www.MrInsideSales.com

Obtaining An Accurate Automotive Insurance Quote From Potential Auto Insurers

There are multiple factors involved in the determination of what you, as a vehicle owner, will have to pay for your automotive insurance. Many of these factors are not controllable by you but there is one that you can control. Of course you cannot control the factors such as your age or if you are male or female but you do have control over what type of driver you are and what is on your driving history record. This is a very essential factor that all automotive insurance companies use to figure the premium amount you will have to pay for your auto coverage.

A person's personal driving record plays a very essential part in what a driver will have to pay to obtain insurance coverage from an insurance company. This is pretty basic and just about everyone is aware of this fact. However, many people do not place enough seriousness on taking care of their driving record as they should and in turn makes it nearly impossible to find an affordable insurance policy.

When you contact an insurance company for an auto insurance quote, they will do a background check upon you to check the status of your driving history to get you a more accurate quote; however, many companies give you just a standardized quote that would be an estimate of what your premium would be based on the general census. Once they delve deeper into your history, your actual payment amount could be more or less. This will depend on how many driving infractions you have had in your past. To help make sure that you get the most accurate quote available to you, it is essential to let them know of all traffic infractions prior to them giving you the standardized quote.

If you are not sure of what lays within your driving history, you can always get a copy of it so that you know what to disclose to your potential insurer. To get your copy you can contact a Government Website like your local department of driver services to make sure you get the most accurate quote and not be surprised after you have agreed to a policy.

Keeping a handle on your own personal driving history can really help to keep your insurance premiums low. Your driving history is just as important as your credit history. http://www.247autoinsurancequotes.com

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What are some bellatrix lestrange quotes?

Hello all, I am a big fan of the character Bellatrix Lestrange in Harry Potter. She is just so ruthless, I find her interesting. So does anyone know any good quotes from her?

'Oh, he knows how to play, little bitty baby Potter. Very well, then -'
--Bellatrix Lestrange

'Shut your mouth! You dare speak his name with your unworthy lips, you dare besmirch it with your half-blood's tongue, you dare -'
--Bellatrix Lestrange

To Harry: "Never used an Unforgivable Curse before, have you, boy?" she yelled. She had abandoned her baby voice now. "You need to mean them Potter! You need to really want to cause pain -- to enjoy it -- righteous anger won't hurt me for long -- I'll show you how it is done, shall I? I'll give you a lesson --"

Sunday quotes
"I don't know if he'll run away with it or eat it or something!" - Country superstar Carrie Underwood on People.com talking about her dog Ace and his role as ring bearer in her upcoming wedding to Ottawa Senators hockey player Mike Fisher.

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