Sales Thought: The intersection of Urgency and Importance Determines If a Deal Moves Forward!

Unless you are selling something so new as to be viewed by your potential customer as a truly “Better Mousetrap,” the reality is that you are working with a customer who has probably looked at this issue before, and previously decided the that the timing was not right to address this problem. If the timing is now right for the customer, use the early calls with the Customer to learn the basics.

Determine the following:

-Why now? – The Urgency

-The problem existed for some time, why is the Customer addressing it now? What has changed?

-Who is it Important to? Who is it Urgent to?

If we can determine that it urgent AND Important to the Right Person or People, that will help you ensure that you have a Real Opportunity!

Leave a Reply

Please log in using one of these methods to post your comment: Logo

You are commenting using your account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s