Have you uncovered a compelling reason to buy in your prospect?
* If the opportunity languishes in your pipeline without moving as it should, maybe what you have uncovered is a “nice to have” rather than a compelling reason to buy it.
* If prospect continually puts you off, maybe what you found out on your last sales call was the prospect was interested in your product but did not have a compelling reason to buy it.
* If the prospect is overly price sensitive, then maybe what you uncovered was a prospect who could find a use for your product but does not have a compelling reason to buy it.
* If your prospect has gone “radio silent” for two months maybe the compelling reason you thought you uncovered was not so compelling after all.
I could go on but you get the point. The lesson here is to make sure that your prospect has a compelling reason to buy your product or service rather than just a need or an interest in the product or service. Make sure that the prospect actually has pain and there are problems with serious consequences that need to be urgently addressed before you label the opportunity as qualified.
