Prospects Are Like Children
Prospects Are Like Children
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.
Prospects Are Like Children - To learn more about this author, visit Dave Kurlan's Website.
Like this article? Share it with your friends
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.
Prospects Are Like Children - To learn more about this author, visit Dave Kurlan's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
|
To learn more about the Evan Elite Author Program please contact us. |
 | |
|  |
Subscribe to Dave's articles
 |
|
Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
|
|
 |
 |
|
Dave Kurlan Video - Dave Kurlan discusses margins with a group of business owners.
|
|
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
 |
 Choice of Forum Crazy Busy Instant Scripts The Human Network The Money Game |
|
 | ||
 |
Top 50 Marketing Blogs
Top Blogs To Watch In 2008 | |
 |
Top 50 Productivity Blogs
Top Blogs To Watch In 2009 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||