Inbound Leads · the hang up.

Inbound Leads

At the moment, I get supplied 100% of my leads via Marketing (will be changing this in the coming weeks/months). Our company offers a shipping software whereby someone can sign-up for a 30-day free trial and our goal is to qualify in/out as fast as possible and to get them signed up for a paid Subscription.

The Sales Process we use is called the Socratic Wheel of Questioning which is a series of open-ended questions that goes over;

Their objective
What they're currently doing and how it's working
Challenges
What their ideal solution looks like
Impact on the business

I'm finding that a lot of Leads that I'm speaking to want to see the solution right away and can get quite annoyed/overwhelmed when going through this process.

Any advice here on how I can refine/improve this to avoid the above?

9 comments