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Transaction-Ready Leads

Is finding transaction-ready leads or sales-ready leads the key to higher closing rates in selling? If that is the case, would a salesperson be better off by only calling on those people that fit that description? - by Community Mailbox
In answer to the first question, obviously the the expectations would be justifiably higher if leads were "transaction ready" as opposed to those which were not. However, you use the word "finding", and whether or not it would be "the key", as you put it, would depend on the logistics, costs, and feasibility of such finding.

To the second question there is no pat answer. The salesperson would be better off if such activity returned more earnings. That would be determined largely by the incentive structure afforded seemingly easier sales--which conceivably could be reduced. - by Gary A Boye
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