Prospects Are Like Children

Guest post by: Dave Kurlan
Become an Author

Free PDF Download
Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

Our six-year-old son identified a STAR WARS light saber - make that five light sabers - that he wants for Christmas. However, unlike the three he already has, which cost around $20 each, these "replicas" were going for $89.99.

I attempted to explain the concept of "expensive" and he seemed to understand.

Then he said, "Why don't you just get the money from the bank?"

I attempted to explain the concept of "banking" and he seemed to understand.

Then he said, "I have a great idea.

I asked what he had in mind.

He asked, "What if we didn't have to pay for them?"

I asked how we could do that.

He proudly said, "The Internet!"

I attempted to explain the concept of Internet shopping and he seemed to understand.

When telling stories about our son, I usually write in the context of Salespeople are Like Children. However, with this article, I'm writing in the context of Prospects are Like Children.

When prospects want something badly enough, they can become quite resourceful. Think about what you've been willing to do when you wanted something - really badly - that you couldn't afford. Did you consider leasing, credit cards, financing, borrowing, putting something else off, going deeper into debt, budgeting for it, trading, anything - in order to get it? It's when prospects aren't particularly motivated to buy that it becomes so difficult to get them to take action, spend money or agree to buy.

If you agree that a motivated prospect will find the money, the question becomes, how do you get them that motivated to buy?

That's where compelling reasons come into play. There are two kinds of compelling reasons and you need both of them. The first are the compelling reasons for them to buy what you sell. The second are their compelling reasons to buy from you instead of from someone else.

If you effectively identify their compelling reasons to buy, your prospects will find the money and take action almost every time. If you successfully identify their compelling reasons to buy from you, them you'll get the business almost every time.

Are Children Good Closers In Sales?

How to Secure an Appointment that Sticks

Salespeople are Like Children

How An Executive Can Handle The Media And Their Children

How Celebs Can Deal With Their Family Life

How Celebs Can Take Care Of Their Kids

How Celebs Can Deal With Their Kids

How Celebrities Can Deal With Their Kids And Fame

How To Deal With The Media And Your Family

How Celebrities Can Manage Their Families And Kids

Dealing With The Media And Your Children

6 Ways To Handle The Media & Your Children

How Celebs Can Deal With Their Children And Their Fame

How Celebs Can Deal With The Media And Their Children

How Celebrities Can Manage Their Fame And Children

Celebrities, The Media, And Their Children

How Celebrities Can Take Care Of Their Children

Clapping Hands Sharpens the Brain in Children

How Celebrities Can Deal With Their Fame And Their Families

How to Teach Your Children About Money

Home > Sales > Dave Kurlan > Prospects Are Like Children > Google +

Free PDF Download
Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

More from Dave Kurlan
Predict Sales Turnover
Salesperson Selection
Visual Pipeline

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Prospects Are Like Children

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: