How hard is it to scroll on a web page? No very. We do it countless times when surfing the Internet. And we do it countless more times when using just about every application on our respective computers. Scrolling is as common as point-and-click. (I?'ve scrolled at least a dozen […]
Having a prospect with the ability to purchase is critical, but until a need or want is present, there isn't an opportunity to sell.
Can you think of a more powerful principle of selling?
There is no possibility of a sales opportunity until a benefit is established in the mind of your prospect. Until your prospect acknowledges a need, want or desire to purchase whatever it is you have to sell, there is no way in the world they will.
Think about it.
Your prospect has to want to […]
A suspect is someone who may need, want, and be in the market for what you have to offer. They are someone who meets a profile, but whose interest and intent to purchase is unknown or currently non-existent.
Suspects need to be identified and nurtured.
A prospect is someone whose need, want, interest, and intent to purchase […]