Be Wary of Interest in High-tech Sale
💡 Today's Slattery Sales tip: Be wary of interest -- especially in high-tech sales.
We often coach elite sellers in high-tech complex sales. It's not uncommon for them to be offering incredibly novel technologies that solve complicated problems. To them, it seems like a no-brainer for their target prospects to buy this solution.
And often, prospects are genuinely interested in what they have to sell.
But as we often say at Slattery, be ⚠️wary ⚠️ of⚠️interest!⚠️
They want to know more about your solution (they're "interested" in learning more) in order to prove that they're already on top of things; they're already doing what you do; they're already solving what you solve.
Your solution may be a threat to their world. It may show that they've been missing some gaps. The bigger the problem you solve, the more someone at your prospect organization will have to explain why such a big gap exists at all. They won't thank you for it.
Interest does not mean a sale is forthcoming. Or even likely. Or even possible.
What makes a sale possible is actionable pain. ✅
Interest is not actionable pain.
Your prospect may have a lot of reasons for being interested in what you sell. If you're in a high-tech field with an innovative solution that can solve complicated problems, then they might be interested in what you sell in order to learn more, bolster their DIY, and even prove that they're doing fine. They're not really interested in changing the status quo.
So don't mistake interest for actionable pain. The price of admission to the forecast is actionable pain.
❌ Interest doesn't count. ❌
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