"Psychological" criteria for qualifying leads
Posted: Wed Jan 29, 2025 6:06 am
Now let's move on to considering psychological criteria for qualifying applications. These include categories such as "personality type" and "preferences".
Personality type
It is possible to find out the personality type only during the conversation, since it is important to understand how much the client is disposed to communication and how he reacts to certain proposals of your manager.
The following types of clients can be distinguished:
open to communication (talks about needs, shows interest, asks questions);
withdrawn (monosyllabic answers, difficult to make contact);
closed (refuses to communicate, swears).
With this information, typically provided by the call center or lead macedonia phone number data managers, salespeople can more easily prepare for their next call.
It may be necessary to think through the call script more carefully and add more open questions to it, or write a preliminary letter to the client by email.
Preferences
For different business areas, audience preferences will be highlighted individually, depending on which offer of your company is most interesting to the client. That is, it is very important to obtain this data during the conversation.
If your company has several different offers that differ in price, then during the conversation it will be necessary to find out which of the offers suits the client in terms of price and quality.
Again, since we are talking about qualifying leads, when considering the criteria “Personality Type” and “Preferences”, we no longer need a point assessment, but a certain note characterizing the client’s personality type and their preferences, which is also important for successfully completing a deal.
Personality type
It is possible to find out the personality type only during the conversation, since it is important to understand how much the client is disposed to communication and how he reacts to certain proposals of your manager.
The following types of clients can be distinguished:
open to communication (talks about needs, shows interest, asks questions);
withdrawn (monosyllabic answers, difficult to make contact);
closed (refuses to communicate, swears).
With this information, typically provided by the call center or lead macedonia phone number data managers, salespeople can more easily prepare for their next call.
It may be necessary to think through the call script more carefully and add more open questions to it, or write a preliminary letter to the client by email.
Preferences
For different business areas, audience preferences will be highlighted individually, depending on which offer of your company is most interesting to the client. That is, it is very important to obtain this data during the conversation.
If your company has several different offers that differ in price, then during the conversation it will be necessary to find out which of the offers suits the client in terms of price and quality.
Again, since we are talking about qualifying leads, when considering the criteria “Personality Type” and “Preferences”, we no longer need a point assessment, but a certain note characterizing the client’s personality type and their preferences, which is also important for successfully completing a deal.