It will help you differentiate a buyer who’s unsure if she’s ready to take the plunge from a buyer who’s fully bought-in. Prospects who aren’t willing to put in the time and energy necessary to realize a product potential aren’t good fits. If your prospect is in the Decision stage of the buyer’s journey, she’s honed in on a specific solution type. Committed prospects will have some idea – if not a fully fleshed-out strategy – of how they’re going to introduce a product to their team or integrate it into their workflow.
Key Takeaways:
- You learn about a valuable treasure, but it’s at the top of a huge mountain. Reaching the peak requires overcoming extreme cold, fatigue, and high altitudes.
- she likely has a strong desire for change. If the current situation is relatively stable, her appetite for change is likely weaker.
- Compelling events and deadlines usually make buyers highly eager for change. Your prospect might be reacting to an industry shift or new company initiative.
“You learn about a valuable treasure, but it’s at the top of a huge mountain. Reaching the peak requires overcoming extreme cold, fatigue, and high altitudes.”
https://blog.hubspot.com/sales/is-prospect-serious-about-buying
