Wants to do it vs will do it – Follow up

There can be a big difference between someone who wants your product and someone who will buy your product. Many salespeople get excited when the prospect exhibits interest or says that they want or need their product. However, if you stop with need or want, you may end up with a pipeline bloated with prospects who are never going to buy. The difference between “I want that” and “I will buy that” mostly lies in whether there is enough pain to “compel” action. The first step in qualifying a prospect is to make sure there is a compelling reason to buy. The compelling reason usually resides in the answer to the question “why do you want it” or “why do you need it”. It may take more questions than that and many minutes of conversation but eventually the prospect must reveal what is driving them to move forward. If they don’t then there will be no sale in the immediate future.

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