THE LANGUAGE OF DELAY
When prospects use intellectually - oriented qualifier phrases when talking about their existing situations, it’s usually an indication that they don’t really view their situations with a sense of urgency and a desire to take action.
For example:
- We’re looking into the likelihood of replacing our equipment.
- We are thinking about upgrading the terminals.
- We’ve been considering the various alternatives for replacing the existing system.
We are exploring the possibilities of adding an additional repair station. Whenever you hear such phrases, it would be prudent to question your prospects about their timeframes for taking action!
You probably have had experiences with people—friends or family, perhaps—who are perpetually “looking into” or “thinking about” something … but who rarely (or never) take action on those things. You can’t afford to waste time with prospects who demonstrate that same tendency, despite their willingness—even eagerness—to meet with you!
PRIORITIZING FOR EMOTION
Are you identifying and having meaningful conversations with people who could benefit from working with you.
Listen for phrases and conversations like this:
- “We’re concerned about equipment reliability. Seven of our nine facilities have had breakdowns in the past month.”
- “I’m disappointed with the amount of down time we’re encountering on the production line. We’ve lost fifteen calendar days this year to breakdowns.”
- “We’re determined to improve consumer satisfaction ratings by at least 10%.”
This was the language of emotional commitment – not the language of delay.
