Decision and Procrastination

Sales Forum

 #21
Houston

Quote:
Originally Posted by JacquesWerth
That is what most often happens with low probability prospects, and there are sound psychological reasons for it.
After reading your example I see we are on the same page.

Any ideas on why that happens with low probability prospects?

 #22
Skip Anderson
"Top Sales Expert"

Quote:
Originally Posted by JacquesWerth
That is not something I do.

People who procrastinate seldom get to be my prospects. Therefore, I have very few customers who procrastinate.
An excellent response, Jacques. As salespeople, we get to decide where to put our energies and time, and it only make sense to put it toward the prospects that are willing to go through the process with us.

 #23
JacquesWerth
Low Probability Prospects vs. High Probability Prospects

Quote:
Originally Posted by Houston
After reading your example I see we are on the same page.
Any ideas on why that happens with low probability prospects?
What's the Difference?
Low Probability Prospects vs. High Probability Prospects

We need to make a distinction between low probability prospects (LPPs) and high probability prospects (HPPs).

LPPs are "interested," but is not sure what they will buy, if they will buy, or when they will buy. They want to gather information and advice. Most often, they want that information and advice free of charge or obligation. The are in the Attention, Interest and Desire part of their buying decision cycle.

In order to get free gather information and advice, they act like good prospects. However, they are very sensitive about being convinced and persuaded to buy before they are ready. Therefore, their defenses and sales resistance are at their peak. Even if the salesperson does not attempt to sell a LPP, they feel guilty, tense and suspicious. Therefore, they resent the salesperson because of they experience those feelings in his/her presence.

A HPP is ready, willing and able to buy now. Their primary concerns are whether they can trust and respect the salesperson, the company and the product’s manufacturer. They are in the Conviction and Action part of their buying decision cycle. Therefore, they are now willing and able to engage the salesperson who did not engage them before they were ready to buy.

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