什麼是過濾篩選？

過濾篩選是一個過程，可以讓你發現一個銷售線索是否確實是一個潛在客戶。潛在客戶是一個有潜力成為客戶的人。另一方面，銷售線索只是潜在客戶。如果他不具備銷售線索能力，你可能會把時間浪費在一個根本買不到你的人身上。

過濾篩選問題

過濾篩選通常會問一些基本的問題。

這些問題的目的是找出任何潛在客戶的必要貭素。顯然，這些優良品質將取決於你賣什麼。例如，如果你賣的教育儲蓄計畫，沒有孩子的人，就不會是潛在客戶。.所以在這種情況下，你的過濾篩選問題的設計應迅速查明是否是無子家長的銷售線索。

找出購買決策者

你應該建立一個詳細的過濾篩選作法，讓你可以早期就知道他是否可以與購買決策者說上話。.如果你經營的是B2B事業，那麼你所對話的第一個人可能不是公司里有權利決定採購的人。你會很明智的察覺你所對話的對象是不是可以和公司採購決策者可以說上話。

判斷購買興趣

判斷一個銷售線索的購買能力是最低限度的要求。

許多銷售人員更喜歡在他們花更多時間在潛在客戶前，就能夠獲得更多的資訊。一個更深層次的資格要求，可能會决定客戶的潛在購買力有多大，他可以花多少錢購買，以及是否有任何其他障礙，如現有契约。你决定如何確定潛在客戶的深度取決於你的問題設計。

要做過濾篩選可以在最初的電話拜訪中進行，或在銷售簡報中進行，或者兩者都可以。有些銷售人員喜歡在打電話拜訪的時候做基本的過濾篩選時進行，然後在銷售開始前再做進一步的過濾篩選。另一些人喜歡在電話拜訪的時候做更多的過濾篩選，理由是他們不想浪費時間在一個不太可能產生任何結果的銷售約會上。

在最初的電話拜訪中至少做少量的過濾篩選是明智的。這樣一來，你就不會為那些連作為前在客戶都沒有前途的人上預訂了大量的銷售約會。很少有人願意在打電話時回答兩、三個簡單的問題。如果你遇到了一個在電話拜訪中拒絕回答任何問題的人，你可能不想費心去推銷給他！

如果一個潛在客戶抱怨你的問題，你可以簡單地解釋你想確保你的產品對他來說是有趣的，所以你不會浪費他的時間。這通常是潛在客戶可以感覺到甜蜜的心情。另一種作法選擇是要求幫助客戶進行需求與方案進行評估。這種方法通常是這樣的：你提建議用安排一個專家來對你的建議方案和另外一個供應商的方案進行專業評估，幫助客戶做出最佳選擇。

在做基礎的過濾篩選時，可能會依賴於一些基本的問題。但如果你决定做更深入地過濾篩選，你可能需要設計更多的問題來詢問。如果你銷售不止一種產品，你想確定哪種產品與給定的潛在客戶最佳匹配，情况尤其如此。

用來做過濾篩選的問題最好的來源之一是你既有的客戶群。看看你最好的客戶，在這些客戶中尋找共同點。例如，你可以看看你的一些最好的客戶，並意識到他們都擁有自己的房子。在這種情況下，這是一個很好的問題。

What is filtering?

Filtering is a process that allows you to discover whether a sales lead is really a potential customer. Potential customers are people who have the potential to become customers. On the other hand, sales leads are only potential customers. If he doesn't have the ability to sell leads, you may waste your time on someone who can't buy you at all.

Filtering problem

Filtering usually asks basic questions.

The purpose of these questions is to identify the essential elements for any potential customer. Obviously, these good qualities will depend on what you sell. For example, if you sell educational savings plans, people without children will not be potential customers. So in this case, the design of your filtering problem should quickly identify whether it is a sales clue for childless parents.

Find out the purchasing decision maker

You should establish a detailed filtering practice so that you can know early whether he can speak to the purchasing decision maker. If you run a B2B business, the first person you talk to may not be the person in the company who has the right to make purchases. You'll be wise to see if the person you're talking to can talk to the company's purchasing decision makers.

Judging Purchasing Interest

Judging the purchasing power of a sales lead is the minimum requirement.

Many salespeople prefer to get more information before they spend more time with potential customers. A deeper qualification requirement may determine a customer's potential purchasing power, how much he can spend on it, and whether there are any other barriers, such as existing contracts. How you determine the depth of potential customers depends on your problem design.

Filtering can be done in the initial phone call, or in sales briefings, or both. Some salespeople like to do basic filtering during phone calls, and then do further filtering before sales start. Others like to do more filtering on phone calls because they don't want to waste time on a sales appointment that is unlikely to produce any results.

It is advisable to do at least a small amount of filtering in the initial phone calls. In this way, you won't book a lot of sales appointments for people who have no future as customers before. Few people are willing to answer two or three simple questions on the phone. If you meet a person who refuses to answer any questions during a phone call, you may not bother to sell him!

If a potential customer complains about your problem, you can simply explain that you want to make sure that your product is interesting to him, so you won't waste his time. This is usually a sweet feeling that potential customers can feel. Another option is to ask for help in assessing customers' needs and solutions. This method is usually like this: you suggest arranging an expert to evaluate your proposal and another supplier's proposal professionally to help customers make the best choice.

Basic filtering may depend on some basic problems. But if you decide to filter more deeply, you may need to design more questions to ask. If you sell more than one product, you want to determine which product best matches a given potential customer, especially in this case.

One of the best sources of filtering problems is your existing customer base. Look at your best customers and find common ground among them. For example, you can look at some of your best customers and realize that they all own their own homes. In this case, this is a good question.