How to Leverage Black Friday Promotions for a Surge in Leads

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Perplexed, we ponder what went wrong, confident the deal was a sure thing. After all, the prospect agreed that solving the problem was important and we even helped them quantify the value of making the purchase.

If only it were that simple.

The customer may have considered gambling data laos solving the problem to be important. But that doesn’t mean it was a priority. The difference is subtle but critical.

For example, you might say your health is very important to you. Yet, if I were to follow you around for a week and record what you ate, how you spent your time, and your exercise regimen, my observations might tell a different story about the priority you place on your health.

In the same way, salespeople are trained to find out how important solving a problem might be to a customer. But in the face of multiple problems, competing projects, and endless distractions, that doesn’t mean they’re ready to solve it right now.

The key to improving both your revenue attainment and forecast accuracy lies in identifying, and in many cases catalyzing, your customer’s sense of urgency to solve their important problems.