The “likelihood of purchase” is on the vertical axis, and time is on the horizontal access. As time increases, your likelihood of a sale usually diminishes!
So on the above chart, the “X” above the dotted buyline represents a Prospect who, if closed at this very moment, would say “yes.” As time goes on, the X will undoubtedly start to fall. As the X falls below the dotted line, the Prospect at that point would say NO or Maybe!
To the extent that your Prospect is either intellectually or emotionally close to being sold (before you arrived or contacted them) is entirely out of your control. In fact, any Prospect who actually calls your company seeking information (before you can contact them) is close to or over the Buy-Line from the start. Any Prospect who you “cold-call” or randomly call may be nowhere near the Buy-Line, or, after calling enough people, you undoubtedly will find a few people close to the Buy-Line and in some very lucky cases, someone who’s already sold! “Strange you should call, I was just getting ready to buy one of those!” is a common response that every “cold-calling” sales person dreams to hear!
Until you actually learn necessary skills to help you become proficient at selling, you will at first spend most of your time looking (cold-calling) Prospects who are already close to or above the Buy-line. As you improve at selling, you’ll move more into “real” prospecting, which is where our 200 Level sales training takes over!
Learning our systems will provide you with the tools become an expert at communicating your information the best way possible to hit the “triggers” to get your prospect above the Buy-Line (emotionally and intellectually sold.) And by understanding our sales system, you can learn to quickly pulse where your Prospect is, how to get them above the line, close them as soon as they’re there, and prevent them from falling back below!
You wouldn’t believe how many “blown deals” happen EVERY day because a sales person totally missed closing someone who was off the charts (as far as the Buy-Line goes,) or how many deals get blown because a sales person communicates the wrong information or the right information improperly and causes his or her Prospect to fall back below the Buy-Line!
Many salespeople are good at getting their Prospect excited about their product, or may be extremely talented at “selling” the intellectual or logical side of the product, but most sales people don’t consciously even know the two parts exist at all! Many sales people focus only on their product’s “features and benefits,” often only triggering the intellectual part of the sale. They’re trying to make an intellectual sale, and fail to find or “trigger” the emotion needed to make the emotional sale.