Thursday, July 28, 2011

 

Friendliness is not a buying signal

Responsiveness isn't a buying signal either. Just because the prospect is nice, returns emails quickly, and answers all of your questions enthusiastically doesn't mean they're going to buy.

And yet, we too often take these signals to mean the prospect is interested. That they're qualified. That they're worth keeping in our active pipeline and continuing to spend time and company resources pursuing.

Because we get false buying signals from friendliness and responsiveness, we sometimes fail to ask the harder and real qualifying questions that will tell you if "nice" translates into "interested."

Grumpy prospects might be ready to buy today, if you ask the right questions and correctly assess pain and need.

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