Product Purgatory: When they love it but still don't buy

Selection: Anxieties: What worries do your prospects have? They’ll bring a set of specific questions that you’ll need to answer. They won’t be vague like “trust” or “quality”; they’ll be ultra-specific, like “do they have many gluten-free options?” Inertia: What’s holding them back? Even after they decide, prospects may need to overcome additional

comprehend why the company has to buy?” “No.” “Or why the company needs to buy now?” “No.” “Do they know why your product may be the best fit to solve their specific issue?” “No” “Or how your product is differentiated from the competition?” “Definitely not.” “So why rush through the process? Why would anyone want to be a sales rep that blindly perf

Potential buyers will always delay if they can. The hard part about getting bought is getting them to act. For most people, the most powerful motivator is not the hope of gain, but the fear of loss. For potential acquirers, the most powerful motivator is the prospect that one of their competitors will buy you.

There may be nothing scarier in business than facing an existential threat. So scary that many in the organization will do anything to avoid facing it. They will look for any alternative, any way out, any excuse not to live or die in a single battle. I see this often in startup pitches. The conversations go something like this: Entrepreneur: “We ha

“You want to recognize that your prospect has a series of issues and questions they will want resolved before they make a buying decision. These are things like ‘Am I sure that this is the best product?’, ‘Am I sure that this will work for my situation?’, ‘Will I get a good return on investment?’, ‘Will this integrate with a system I have working i