Winfree Business Growth Advisors Offers Can’t-Miss Tips on Qualifying Prospects

Louisville, KY, November 08, 2007 --(PR.com)-- A sales pitch only works if you have the right batter at the plate. Yet far too many sales professionals spend hours chasing leads that are more like lead—anchors never going anywhere and slowing down the pursuit of other leads. With his sales coaching franchises, Dr. Keith Winfree, founder of Winfree Business Growth Advisors, teaches an overall plan to identify and qualify prospects for any product or service.

Part of phase one of Winfree’s Black Belt sales and marketing program, qualifying sales prospects requires defining your target market from the onset, with details on the industry, size of the company, the company’s budget and any other relevant demographics as well. That includes consideration of the company’s financial status—with stable companies being in a far better position to make a purchase than prospects in transition or downsizing.

“Qualifying a prospect takes a whole lot more than targeting a specific industry and getting contact information for the individual you think is the decision-maker. You also have to be sure the prospect actually wants to buy or is in position to buy. That means doing a thorough assessment by asking some rather direct questions,” said Winfree.

Those questions should cover and clarify:

Who will be involved in making a decision to purchase the product or service?
How much is in the budget for this type of purchase?
What’s the process for making that decision? How long will that decision-making process take?
Whether the customer is ready to buy right now if the product or service meets their needs? If so, what’s the next step?

“Getting answers to those questions gives you the data needed to develop a grading system so you can prioritize your sales prospects and allocate your time accordingly. Remember, a fast ‘no’ is almost always better than a slow ‘maybe’ because it ends your time investment for that prospect. And getting the prospect to answer one way, preferably yes, is the name of the game in sales,” said Winfree.

Winfree Business Growth Advisors coaching franchises offer: sales training, sales management training, sales coaching, business development coaching, owner coaching, seminars, advice in recruiting and hiring sales people, advice to owners on growth issues for their businesses, and exit strategies and succession planning for their companies. Yet it’s Winfree's five-phase, 12-element Black Belt System—with Results Guaranteed!™--that converts Winfree clients into advocates and franchise owners.

Winfree Business Growth Advisors currently runs 11 coaching franchises, located in Georgia (Atlanta), Illinois (Chicago-3), Kentucky (Louisville), Massachusetts (Boston), New Jersey (Princeton), New Mexico (Albuquerque), Texas (Dallas-Fort Worth), Virginia (Hampton Roads) and Washington (Seattle-Tacoma-Bremerton) and has openings in several states. Each Winfree Business Growth Advisors coaching franchise is a proud sponsor of Compassion International (www.compassion.com), an organization supporting impoverished children worldwide.

For more information on Winfree’s programs or franchise opportunities and available territories, please go to www.winfree.org or contact Dr. Keith Winfree at (800) 616-9260.

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