Tips for Job-Seekers Agawam MA

Source: REPLACEMENT CONTRACTOR Magazine
Publication date: January 1, 2006

By REPLACEMENT CONTRACTOR Staff

Rep after rep has whined to me over the years about all the shoppers, one-leggers, curiosity seekers, and do-it-yourselfers they've had to spend time with. I just can't understand why experienced salesmen are willing to run bad lead after bad lead.

Here's my advice to job-seekers: Beware if a company promises you four leads a day. It's a setup. They figure that if they can throw enough stuff at the wall, something will stick. Ask to see the company's confirmation script. If they look at you the wrong way or don't have one, it's a huge red flag.

For my guys, I want to find the final objection before I issue the lead to a sales rep. If it's an objection that can't be overcome in one call, I'm not going to send my rep on a wild-goose chase. It's more important to make sure his head is right for the next good lead. Companies need to train confirmers to ask tough questions. They should also be willing to let a lead burn. Guess what? Usually only the garbage gets weeded out. Your confirmer should be scripted, and that script must produce the information that results in a qualified lead.

Here's the first thing we ask: “Who are the owners and decision-makers in this house?” Anyone who has a financial or an emotional interest absolutely needs to be there. Assume people are married until they tell you otherwise.

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