In my previous article, I defined three categories of prospects. The first is high sense of urgency: ready to buy now. Category Two is low urgency: planning to buy, but not immediately. Category Three: interested but still at the information stage.
Leads not panning out? Could be your sales process. Turning things around begins with the recognition that there are three types of prospects. The first -- high sense of urgency -- wants to buy now.
With today's Information Age prospect, it isn't difficult to close someone who's insisting on another price. That is, provided that salespeople avoid old-school practices designed to manipulate the prospect into buying. Such practices are increasingly ineffective.
Selling is a career that can provide compensation similar to that of law or medicine. The difference is that doctors and lawyers don't get rejected as often as salespeople.
If the U.S. economy continues to grow at 3% per year -- the consistent average since 1948 -- the nation's workforce must increase by 58 million employees over the next three decades to maintain the same rate of productivity.
