Sales Active or Sales Ready?
Ever been frustrated by a prospect with whom you had a ‘great meeting’ and subsequently submitted a detailed proposal(s) – but the order has not been placed despite further ‘We are still interested’ conversations?
To you the prospect’s ‘need’ is obvious and the business case sells itself – so why the delay in placing the order?
This apparent disconnect is often the result of a ‘need without a problem’. A need may have been identified but it hasn't become a problem that has to be dealt with now. The benefits gained don't yet exceed the investment pain.
This motivation to act ‘tipping point’ distinguishes prospects who are Sales Active (have an identified need) from those who are Sales Ready (have an identified need and are motivated to do something about it NOW).
Suggestion: In the sales engagement ask questions to identify not only the prospects needs, but also the circumstances that would make them act and place that order with you now.
REMEMBER: Identify the Sales Tipping Point
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