Last weekend I set out on mission to Home Depot. Lately, I have found myself involved in a number of short projects around the house, and I had come to two conclusions:
- Having a portable light would be very handy.
- Even though I have a portable light, it requires a wall plug and I’d rather not haul around a bulky light with a large orange cord and then seek an outlet.
I knew from keeping a casual eye on technology that LEDs and even some of the new efficient fluorescent bulbs put out plenty of light on battery power that lasts a long time. Sure enough, I accomplished my mission. Ten minutes and $31 later, I had my problem solved. I have already used it twice and it works well!
I bet this story doesn’t surprise you at all. You set out to solve problems in your life all the time, and often find good solutions, right? So when it comes time to approach a prospect, why do so many of us forget one of the most fundamental rules about capturing someone’s attention? It begins with identifying a potential problem within the business that needs attention. Otherwise, why would the prospect pay attention to you? The bottom line is that people only buy when there is a discrepancy between what they need to happen and what is actually happening. Motivated prospects are usually in one of two modes: