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Piyali Mukherjee posted an update
67% of potential customers are not actively seeking to buying – untapped potential in the market” Chet Holmes Buyers Pyramid
Should we focus on the 3% – the ones ready to buy OR bring the 67% of potential customers into the market ?
My experience has shown that some of the most significant deals were won by engaging with the 67%—those who were not yet in the buying stage.
Why?
The 3% buying now represents a shorter sales cycle but comes with intense competition and limited room to influence the prospect’s future state, often indicating a late entry into the process – not a best place to be in.
The 67% of the potential market is where you lead the customer and ideate the “future state “- transformation deals – pivot the journey on your companies’ offerings, allowing to create value grounds up.
Typically, it starts with doing some research and finding a “HOOK” for the dialogue :-
1- What is the current pain the company is ring to solve ?
– Refer annual reports, news, letter to investors
2- Draft a Value story to offer capability to solve the identified pain in your research.
3- Collaborate with the champion for value story proofing and adjust it.
4- Determine consequences of inaction | Typically, humans put 1.5X more effort in avoiding consequences THAN to chase payoffs – Funny, but True.
5- Step 4 would lead to answer “ WHY NOW” – the urgency to take action NOW
6- Equip your champion with tools to sell for you in your absence – most buying happens when salesperson is not present
Handling objections, qualification and access to power is a dynamic process throughout the sales journey.Be OPEN and keep increasing your “field of vision” while pursuing with the prospect.
Author : Kriti Gupta ( https://www.linkedin.com/feed/update/urn:li:activity:7180421141742673920/ )
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“ 67% of potential customers are not actively seeking to buying - untapped potential in the market” Chet Holmes Buyers Pyramid Should we focus on the 3% - the…
