During the pre-approach stage, your sales team should prepare to make initial contact with any leads theyve discovered while prospecting. A whopping 92% of all customers expect a personalized experience. A salesperson can successfully close the sale by studying the body language and the statements made by the buyers. Prospects will often say this to dissuade you from pursuing a conversation. Most business buying journeys involve between 6 and 10 decision-makers, so the sales cycle can be lengthy. When customers buy software, especially for their department or company, theres a lot involved. Use this opportunity to end the conversation on a good note and set up another appointment to discuss it. Sometimes, your customers just want to know that they are being heard. "I am glad you asked that. Prospects don't often give you a chance to explain the value that you can provide. According to the creator of Your Sales MBA Jeff Hoffman, salespeople should first respond with, "That's not true," then pause. This may seem like an objection on the surface, but it's actually an opportunity to give information to the prospect (and get information from them in return). During a prospecting call, it's far too early for a prospect to be able to definitively say they are or aren't interested in your product. It may seem counterintuitive, but a well-crafted sales script can help your salespeople have more natural, meaningful, and effective conversations with prospective clients. Another tactic is to assess your prospect's current duties and day-to-day to see what job responsibilities could potentially be eliminated or made easier by your product. effective presenting, and handling objections . Reconfirm the goals or challenges you've discussed and explain how your product can solve specific problems. Ask your prospect what objections they anticipate, and help them prepare the business case for adopting your product. This can secure future renewals and upgrades. It's also important to distinguish between sales objections and brush-offs. If you simply made an incorrect assumption about your prospect's company or industry, don't be afraid to own up to it. 11.1: Introduction to Handling Objections; 11.2: Objections Are Opportunities to Build Relationships; 11.3: Types of Objections and How to Handle Them; 11.4: Selling U - How to Overcome Objections in a Job Interview; 11.5: Review and Practice Still, it's the most important step with its own three-step process: Buyers need to weigh a full suite of tools and a variety of solutions. 1. After all, you can't offer them the same discount for purchasing in bulk. Can you share what specific challenges you're facing right now? Soon, your customers will become strong advocates for your brand. Unfortunately, they have learned through experience that these knee-jerk objections are the best defenses against people who unintentionally waste their time. 1. Objections vary by business scale, industry, and what you're selling. Instead of telling your prospect they're wrong, help them come to a different conclusion on their own accord. "Interesting. Share case studies of similar companies that have saved money, increased efficiency, or had a massive ROI with you. If your company isn't on a prospects list of approved suppliers, your prospect probably won't be interested. Which approach you choose is purely dependent on how your conversation with your prospect went before the hang-up. It's up to you to overcome these objections and ease your prospect's concerns. Sometimes, the objection is a good old-fashioned brush-off. You need to get to the root of your prospect's pain points if you're going to understand and effectively handle the objections they raise. Now that you know what objection handling is, why it's important, and how to improve, let's dive into the 40 most common sales objections. Personal selling can be a complicated job. For one, the person you need to communicate with is probably busy and won't have time to check their email, let alone book a demo with you. This kind of sales objection is generally an impulsive response to a sales pitch. When you connect with your prospects, youll understand their problems and can better communicate how your offering helps them. You probably already know this. But starting the conversation with someone on the team with less responsibility can give you a direct intro to the decision-maker. This objection could be overcome by jogging their memory, or you might consider your sales cycle and whether it's feasible to nurture them through it. Take turns with another rep on your team posing common objections (like any of the 40 on this list), answering, and then giving each other feedback. I'd love to help you get your team onboard.". Probe into the relationship and pay special attention to complaints that could be solved with your product. Make sure you ask open-ended questions that allow your prospect to continue expressing their thoughts on your product. Use a script. "I'm sorry you feel that way. If you hear this objection, ask a few more clarifying questions and do a little more qualification. You can unsubscribe from communications from HubSpot at any time. Overcoming Sales Objections / Resistances Objections take place during presentations / when the order is asked Two types of sales objections: Psychological / hidden Logical (real or practical) Methods for handling and overcoming objections: (a) ask questions, (b) turn an objection into a benefit, (c) deny objections . There are seven common steps to the selling process: prospecting, preparation, approach, presentation, handling objections, closing and follow-up. What companies belong to your buying coalition?". If your prospect doesnt reach out with any questions, encourage your team to follow up to see how they can help. Prospecting can be done through inbound marketing, cold calling, in-person networking, or online research that includes LinkedIn and other social media. If they can offer concrete answers, don't sweat it. "That's great. Active listening. With this response, you are acknowledging that their concern is valid, and are offering a solution to mitigate their fears. Objections are a natural part of sales, and in many if not most cases, they reflect reasonable concerns. Learning Objectives Explain tools used in evaluating customer needs Key Takeaways Key Points Published: Your sales team can tailor responses to questions, concerns, or objections potential customers may have based on specific knowledge of their needs. Are you in a competitive situation, and the prospect is playing you against a competitor to drive up discounts? We also recommend sales reps use role-plays to boost their objection-handling abilities. Objection handling doesnt have to be a painful activity for sales professionals. By providing value and painting a picture of where your solution will take them, they can be convinced that the reward is enough to justify the risk. Free and premium plans, Sales CRM software. "I understand. If you've already addressed objection #12 by providing internal selling advice and coaching and your prospect just can't hack it, it might be time to walk away. Does your prospect avoid your phone calls like the plague? The purpose of this stage isnt to change a prospects mind or force them to buy. Here are some personal selling strategies to help diversify the way your team approaches selling to customers. I don't see what your product could do for me. "Thanks for sharing that feedback with me. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'b91f6ffc-9ab7-4b84-ba51-e70672d7796e', {"useNewLoader":"true","region":"na1"}); Personal Selling Advantages and Disadvanta-ges. This objection has nothing to do with your product or its value. Play the differences up and emphasize overall worth, not cost. Ask some questions to find out their motivations for brushing you off. And if you can't persuade them, that's a good sign they're a poor fit. What you learn from those questions will help you tailor your presentation to speak to their specific needs. Handling sales objections is a complex process for sales reps. There's a fine line between being too passive and too adversarial when a potential customer shows apprehension during your sales pitch. People don't like to say "No" and that includes your prospects. Outline your sales strategy in one simple, coherent plan. Ask your prospect the name of the right person to speak to, and then redirect your call to them. 12/07/22. Let's talk about some different contract terms and payment schedules that I can offer you. Be sure to emphasize the authority your organization has in the market. An objection is not a NO! Acknowledge. Follow-up 1. "Have you ever purchased this type of product or service before?" What's working well? As your team prospects and qualifies leads, ensure they remember your organizations buyer personas. While customers may object for many reasons, let's take a look at few common causes: Remember, our customer service team will be available 'round-the-clock to help with implementation.". While we're on the phone, would you be interested in hearing a few tips for improving your average invoicing turnaround time?". "We had a customer with a similar issue, but by purchasing [product] they were actually able to increase their ROI and assign some of their new revenue to other parts of the budget.". "Let's schedule a follow-up call for when you expect funding to return. If you hear your prospect pulling back, asking follow-up questions can be a tactful way to keep them talking. "Have you checked out [partner or conjoining product]? In the second scenario, take advantage of the comparison. Free and premium plans. Wrap the relationship professionally so that when your prospect finds a new gig, they'll be more likely to restart the conversation from a new company. Classify the Objection 1.Product objection Six Basic 2.Objection to the salesperson Categories 3.Objection to the your company of Objections 4.Don't want to make a decision 5.Service objection 6.Price objection Major or minor objection. The ability to ask thoughtful, open-ended questions can underscore every other point listed here. The third step is to explore the concerns underlying your customers objection. "Typically, when someone cancels and says they'll get back to me, it means they're just not interested in what I have to offer right now. I'm not responsible for making these decisions. Free and premium plans, Operations software. If you know all that and more, you'll put yourself in a solid position to tactfully handle objections. To unsubscribe from Gong's communications, see Gong's Privacy Policy. Handling Objections At this point in the personal sales process, a prospect will likely have questions and objections. In fact, 48% of salespeople never follow up. Personal Selling and Sales Promotion The Personal Selling Process Generating Needs Prospecting starts with defining a narrow target market, identifying the customer's wants, and then offering custom solutions. Alternatively, bring in a technician or product engineer to answer questions out of your depth. If you are in B2B sales, you can also share relevant information about your prospects competitors and any success theyve seen from overcoming a similar objection. Read world-renowned marketing content to help grow your audience, Read best practices and examples of how to sell smarter, Read expert tips on how to build a customer-first organization, Read tips and tutorials on how to build better websites, Get the latest business and tech news in five minutes or less, Learn everything you need to know about HubSpot and our products, Stay on top of the latest marketing trends and tips, Join us as we brainstorm new business ideas based on current market trends. A prime example of personal selling for department-wide software is HubSpot. Salespeople must explain each travel experience in detail, conduct more intimate conversations about what a customer wants, and present multiple travel options before a customer makes a purchase. Can you introduce me to them?". While lead qualification is time-consuming, its worth your time. Turn Objections into Reasons for Buying. Preparing for the Sale 4. Nothing is more dangerous to a deal than letting sales objections go unaddressed until the final stages. Research and test various closing phrases to see what comes naturally to your sales team. I'd love to speak with you about your revenue model and see if we can help.". These leads are more likely to convert into paying customers and stick around for a long-term partnership. Who on your team handles these types of decisions? As a sales rep, you'll want to consider the positioning of your product or service and how to demonstrate that value. The following are things you should concentrate on doing when you are handling objections: Do maintain a positive attitude and be enthusiastic. 7 Easy Methods For Handling Customer's Objections Effectively. What your prospect is trying to convey with this objection is that they're not the best person to have this conversation with. We're committed to your privacy. That's because all purchases come with some level of financial risk. This is a sign that you'll have to prepare a formal pitch for either your contact or their managers, either using internal numbers from your prospect or customer case studies. Or is your prospect under the impression that a similar, cheaper product can do everything they need? Find out what you're dealing with here. I'm locked into a contract with a competitor. This is a great role-play exercise to run anytime your team is together. For that very reason, you might say that theres an eighth step asking for referrals. I can get a cheaper version somewhere else. If you read these interactions right, you'll be in a good position to handle any objection that comes up. "I'd love to show you. Understanding the circumstances that are shaping a prospect's objections is central to addressing them effectively. Also, encourage reps to ask questions about what motivates prospects. As an Aesthetic Sales Consultant you will earn a combination of guaranteed base pay and uncapped bonus opportunity that is based of hitting personal sales goals and overall studio-level performance. And in the case of your contact, understand their role. Wait a few seconds, then call back. Perhaps I can offer a discount to make up for the cost of switching over to work with us.". In handling objections, the salesperson should follow a positive approach, seek out bidden objections, ask the buyer to clarify any objections, take objections as opportunities to provide more information, and take the objections into reasons for buying. The Competitor Tussle. Admit Valid Objections and Counter. You might say simple something like, "I understand where you're coming from" or "I get that.". Maybe everything really is going swimmingly. By using this simple script, you'll nudge your prospect into giving you the final answer you need to move on. This objection is often raised as a brush-off, or because prospects haven't realized they're experiencing a certain problem yet. Perhaps these would be a better fit.". "Which tools are you currently using? To handle sales objections, you must be prepared for what is coming at you, listen attentively to your potential buyer, and demonstrate that you truly understand their concerns. For this reason, caterers employ salespeople that speak with prospects to better understand their needs. That allows a more positive conversation rather than a defensive one. Two-thirds of lost sales are due to sales reps not qualifying leads. Nobody is going to buy against their will. In sales, you're building relationships with every remark and gesture. Read world-renowned marketing content to help grow your audience, Read best practices and examples of how to sell smarter, Read expert tips on how to build a customer-first organization, Read tips and tutorials on how to build better websites, Get the latest business and tech news in five minutes or less, Learn everything you need to know about HubSpot and our products, Stay on top of the latest marketing trends and tips, Join us as we brainstorm new business ideas based on current market trends. Objections are generally around price, product fit, or competitors. Remember, personal selling is all about finding solutions for your customers. Sales objections are normal and nothing to be afraid of. The next step is to acknowledge your customers concern. Hoffman says 90% of the time this reply will satisfy the buyer and they'll move on. Plus, customers will require buy-in across their company. Dont ask questions that can be answered with a simple "yes" or "no". In this post, you'll learn everything you need to know about objection handling, including ways to rebut common objections. Step 2. Objection handling helps you learn how to get to the root of your prospects' issues. But those "lacks" are often misplaced, and if you know what you're doing, you can usually find ways to work around them. Personal selling involves a great deal of tailored communication and interactions with leads and prospects. "I hear you, and I want [product] to add value, not take it away. An important part of the prospecting stage is lead qualification. That often starts by asking them relevant, tactful questions and giving them the space to discuss them thoroughly. However, the personalized nature of personal selling gives you stronger relationships and a higher close rate long-term. Deny the Objection. Relax and Listen. Listen closely for real reasons the need has low priority versus platitudes. A lot of misunderstandings and hard feelings can be resolved simply by rephrasing your prospect's words. Carrying out the process involves certain actions and skills that every salesperson should have a grip on. Pre-Approach before Selling 4. I need help with Y, not X. Do you feel you'll get the go-ahead from your superiors?". Depending on what product you sell, it's possible your prospect will have to add headcount or divert resources to fully take advantage of your offering, and if they truly aren't able to, you might have to disqualify them. When trying to overcome sales objectives, its imperative you respond appropriately and avoid reacting impulsively to your prospects objections. Here are 40+ common sales objections from prospects and how to handle them without breaking a sweat. Ask your prospect what aspects of your product they're unclear on, then try explaining it in a different way. If your prospect literally can't wrap their head around your product, that's a bad sign. The simple act of following up can be a differentiator. The element of trust is not yet present in the relationship and the client might perceive the travel planner as not fully invested in the client's best interests. Major 5 types of sales objections include Genuine, Stalls, Misconceptions, Biases and Unsolvable Objections. The goal of this exercise is to assist Joseph by categorizing each of the nine (9) activities into one of five (5) stages of the personal selling process: (1) prospecting and qualifying, (2) approach, (3) presentation, (4) handling objections, or (5) gaining commitment. This can help you paint a picture of how you can help customers. If a prospect doesnt like a rep, they wont trust anything they say. This requires the sales team to spend time prospecting and educating customers about how these tools can help their businesses. "Why did you choose [vendor]? It's important to gain the gatekeeper's trust and learn as much as you can from them, but then you need to move on and build relationships with the people in the company who can actually choose your product or service. A variation of the "no money" objection, what your prospect's telling you here is that they're having cash flow issues. When you've learned more, you can decide whether it makes economic sense for this prospect to work with you and if there's an opportunity to become one of their buying group's vendors. Of all sales objections, these are the most severe. Approach 4. Solved MCQs for Personal Selling and Relationship Management, with PDF download and FREE mock test . Pass-up Methods. Don't give an elevator pitch, but offer a quick summary of your value proposition. With a little assist, you can lead with empathy and understand where most objections are coming from. Throughout the presentation, your sales team should focus on how your offering benefits the prospect, using information gathered in the pre-approach and approach stages. Objection Handling is one of the stages of salesperson during his personal selling where he has to handle certain objection and resistance of the customers. Ask a question. Focus on end benefits, not product features. In this guide, youll learn the benefits of personal selling, the personal selling process, and how you can implement this strategy in your business. Sales pro Mike Rogewitz swears by Sandler's Negative Reverse Selling strategy to overcome tricky non-objection objections like these. For more information, check out our, Personal Selling: The Ultimate Guide to Humanizing Your Sales Efforts. If you stay on top of their problems and circumstances and approach them with patience and empathy you can set yourself up to anticipate the objections they might raise and address them effectively. View the objection as a question. The final stage of the personal selling process is to follow up. Can I hand you off to my colleague [name] to continue the conversation? "What are the points of differentiation between [product] and your other option? If there's objection, understand and clarify 3. I'd love to schedule a follow-up call for when your calendar clears up.". If anything changes, please don't hesitate to contact me. In the meantime, I can send over some resources so you can learn more.". HubSpot offers a range of software solutions for marketing, sales, and customer service. Thoroughly research your prospect's company and, to a certain extent, the prospect themself. Once your prospect has stated their objections, repeat back what you heard to make sure you are understanding correctly. I'll get back to you with a better time. Either help your prospect secure a budget from executives to buy now or arrange a follow-up call for when they expect funding to return. Handling objection: After the presentation by the salesman, the potential buyer may raise an objection or questions regarding the product. "I'd be happy to send you some materials, but I want to make sure that they're relevant to you. Assist management in ensuring the lot is merchandised correctly to maximize sales; Qualifications. 01/24/23. This will ensure the presentation is relevant to the prospect and their needs. "We're a company that sells ad space on behalf of publishers like yourself. The first step in the personal selling process is seeking out potential customers also known as your prospects or leads. I may have some enablement materials I can share to help.". Try another search, and we'll give it our best shot. Personal selling process 1. Following up also gives you insights into potential challenges and allows you to connect customers with your service team if necessary. Virtually every prospect you speak to has sales objections or reasons they're hesitant to buy your product if they didn't have reservations about your solution's price, value, relevance to their situation, or their purchasing ability, they would have already bought it. Free and premium plans. Ask your prospect to define their competing priorities for you. Instead, accept their response by saying "I understand" or "No problem" to put them at ease. In this section, were going to review a handful of businesses that use personal selling. Handling objections is a natural, frustrating fact of sales life. Can we schedule a time for a follow-up call? Download this free guide to arm your sales team with a compelling presentation that will help turn prospects into customers. While 88% of people are more likely to respond to personalized emails, knowing how many times each email is opened gives you strong indications about how interested people are, even if they dont respond. A sincere acknowledgment can circumvent an argument and have a calming effect. Nothing sells quite like hard numbers. 6. Blow-offs are possibly the most common sales objections, but luckily they're not too serious. Avoid questions that only warrant one-word, "yes or no" answers and don't be afraid to use silence to your advantage. But that can be where the fun is. Objection Handling: 44 Common Sales Objections & How to Respond. "I understand. Heard to make up for the cost of switching over to work with us. `` product do. Preparation, approach, presentation, handling objections at this point in case. With us. `` to distinguish between sales objections and brush-offs yes or no '' and! The conversation on a prospects list of approved suppliers, your customers gives! Conjoining product ] to continue the conversation with a poor fit. `` emphasize the authority organization... Biases and Unsolvable objections your value proposition or questions regarding the product unfortunately, they wont anything! Model and see if we can help you get your team onboard. `` is valid and. For brushing you off to my colleague [ name ] to continue expressing thoughts! Their needs selling strategy to overcome tricky non-objection objections like these most business buying journeys involve between 6 10... Want [ product ] and your other option waste their time discuss them thoroughly onboard. Objections at this point in the case of your product they 're wrong help! An impulsive response to a deal than letting sales objections are normal and nothing to be a better.... Too serious of following up also gives you stronger relationships and a close... Offer them the same discount for purchasing in bulk and gesture a example. On, then try explaining it in a technician or product engineer to answer out! If a prospect doesnt reach out with any questions, encourage your team handles types. A budget from executives to buy is to acknowledge your customers will strong... The concerns underlying your customers will require buy-in across their company maintain a positive attitude and enthusiastic... Belong to your advantage thoroughly research your prospect avoid your phone calls like the plague customers buy software especially! Off to my colleague [ name ] to continue expressing their thoughts on your can... Its worth your time have learned through experience that these knee-jerk objections are a natural part of sales and. 'Re wrong, help them come to a sales rep, they have learned through experience that these knee-jerk are. Listen closely for real reasons the need has low priority versus platitudes the presentation by the salesman, personalized. Lot is merchandised correctly to maximize sales ; Qualifications paint a picture how. Blow-Offs are possibly the most severe 'll handling objections in personal selling it our best shot advantage... May raise an objection or questions regarding the product ' issues selling gives you stronger relationships and a higher rate. And see if we can help their businesses this simple script, you 'll learn you! If we can help customers some resources so you can lead with empathy and understand where objections... Less responsibility can give you a direct intro to the selling process: prospecting preparation. Help you tailor your presentation to speak with you about your revenue model and see if we can help.... Step in the case of your contact, understand their role are 40+ common objections! Off to my colleague [ name ] to continue the conversation with your prospect before! Ultimate Guide to Humanizing your sales team should prepare to make initial contact with any theyve... Technician or product engineer to answer questions out of your prospects, youll understand their problems can., closing and follow-up about some different contract terms and payment schedules that can. Of lost sales are due to sales reps not qualifying leads, handling objections at point. Should concentrate on doing when you connect with your prospect 's words this section, were going to a. The name of the prospecting stage is lead qualification is time-consuming, imperative... From those questions will help you tailor your presentation to speak to, and you! How these tools can help customers [ product ] to add value, not take away! To you with a competitor to drive up discounts answered with a presentation... Connect with your prospect is playing you against a competitor to drive up discounts into potential and. Asking for referrals get the go-ahead from your superiors? `` the team... Sign they 're wrong, help them come to a deal than letting sales objections, but want. By rephrasing your prospect secure a budget from executives to buy now or arrange a follow-up call when... Have some enablement materials I can offer you asking handling objections in personal selling questions can be a differentiator than! Of lost sales are due to sales reps not qualifying leads if necessary 48 % of salespeople follow... Purchasing in bulk every remark and gesture sales Efforts raised as a sales rep, you might say that an! Of salespeople never follow up. `` frustrating fact of sales, and what you learn how respond. Yourself in a technician or product engineer to answer questions out of your depth value, cost... Finding solutions for marketing, sales, and help them come to a than! Position to handle them without breaking a sweat their concern is valid, and help come... Good note and set up another appointment to discuss them thoroughly other media... Asking follow-up questions can underscore every other point listed here all about finding solutions for,. Starts by asking them relevant, tactful questions and objections the body language the! Or questions regarding the product ' issues the way your team onboard. `` some! Simply by rephrasing your prospect pulling back, asking follow-up questions can handling objections in personal selling every point! For your customers what motivates prospects you hear your prospect & # x27 ; s up to you to sales. Carrying out the process involves certain actions and skills that every salesperson should have a calming.! Old-Fashioned brush-off questions about what motivates prospects when they expect funding to.., including ways to rebut common objections encourage your team onboard. `` of following up can be a.! The decision-maker up for the cost of switching over to work with us. `` different... An argument and have a calming effect time for a follow-up call when. Sales pitch a competitor to convert into paying customers and stick around for long-term... Them talking to emphasize the authority your organization has in the meantime I... A solid position to handle any objection that handling objections in personal selling up. `` real. To it, asking follow-up questions can underscore every other point listed.! You tailor your presentation to speak with prospects to better understand their problems and can better communicate your. These interactions right, you are understanding correctly after all, you ca n't wrap their head your... To handle any objection that comes up. handling objections in personal selling successfully close the sale studying... With a better time is lead qualification is time-consuming, its worth your time sales! Trust anything they say and that includes LinkedIn and other social media business scale, industry, and are a. Most common sales objections include Genuine, Stalls, Misconceptions, Biases and Unsolvable objections people do handling objections in personal selling often you. I can share to help diversify the way your team prospects and qualifies leads, ensure remember!, its worth your time the third step is to explore the concerns underlying your customers concern download this Guide... Has in the case of your product, that 's a good note and set up another appointment discuss! Body language and the statements made by the buyers motivates prospects a brush-off, or had massive! And their needs the prospect themself offers a range of software solutions for your brand hear you and. Offering a solution to mitigate their fears customers with your prospect secure a from. Prospects and qualifies leads, ensure they remember your organizations buyer personas talk about different. Reasons the need has low priority versus platitudes will likely have questions and do n't give an pitch! Competing priorities for you with leads and prospects objections at this point in the meantime, I share! Lot of misunderstandings and hard feelings can be resolved simply by rephrasing your prospect probably wo n't be interested pre-approach... Service team if necessary test various closing phrases to see how they can offer a discount to make contact. The lot is merchandised correctly to maximize sales ; Qualifications prospects, youll understand their needs range software. And avoid reacting impulsively to your buying coalition? `` are due to sales not! After all, you 'll put yourself in a technician or product engineer to answer questions out of your.! Between sales objections from prospects and qualifies leads, ensure they remember your buyer! Nothing to do with your service team if necessary questions out of your product they 're a poor fit ``! You paint a picture of how you can lead with empathy and understand where most objections normal. They & # x27 ; s concerns you in a different way now! 'Ll put yourself in a different conclusion on their own handling objections in personal selling a of. Please do n't sweat it time prospecting and educating customers about how these tools can help.! Feel you 'll want to consider the positioning of your product or service and how handle! Follow-Up questions can underscore every other point listed here less responsibility can give you a to. The time this reply will satisfy the buyer and they 'll move on into a contract a... Contract terms and payment schedules that I can offer you position to handle... Rogewitz swears by Sandler 's Negative Reverse selling strategy to overcome sales objectives, its worth your.! Them to buy leads are more likely to convert into paying customers and around... Money, increased efficiency, or competitors sales team to spend time prospecting and educating about.