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TRANSCRIPT
Here’s a brutal truth. Just because a person or a company has a need does NOT mean they have any intention of buying from you… or from anybody else for that matter. Almost ¼ of all sales opportunities go into the abyss of “no deal.” Meaning nobody wins.
A need is not always an indication of opportunity.
[ctt tweet=”Just because a prospect has a need does NOT mean they have any intention of buying from you.” coverup=”D02oy”]
Take my business for example. I see a lot of companies … even entire industries … that need to get their sales organization out of the rut and into the 21st century. It’s obvious to everyone around them including their customers. But if they don’t feel compelled to make change, they won’t.
Similarly … if a buyer knows he has a need … but believes he has the resources to manage the change internally… he’ll be happy to listen to your advice, consider your recommendations … even “borrow” your ideas. But he will NOT buy from you.
Don’t be blinded by your optimistic view of the customer’s needs.
Prepare to have a candid conversation about the customer’s perception of their need and where it stacks up on their priority list. Ask the tough questions to be sure you’re investing your precious time and resources on real opportunity.
[ctt tweet=”Don’t be blinded by your optimistic view of the customer’s needs.” coverup=”92eXF”]
Want help with this? Here’s how to reach us.
www.salesSHIFT.ca
results@salesSHIFT.ca
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