It's an interesting question; Do I want it, or do I need it? I find myself asking this question a lot lately. Do I want a new car, or do I need a new car? Unfortunately the answer is want, so I will be stuck with my car for a while.
This same question is going through the minds of all of our prospects right now. The economy seems to have settled a bit and we will probably see it start to rebound in the near future, but it is still affecting sales in a major way. Companies won't spend money these days for something they want, but they will still open up their wallets for something they need. We as sales people need to be honest with ourselves here. We should look at each prospect in our pipeline and determine if the prospect wants or needs us. It's easy to waste a lot of time and energy on prospects that might want what we sell but most likely won't spend the money because they don't need it.
My advice is to find the few that really need your product or service and spend your time and effort on those. Get the "wants" out of your pipeline and use the time you just saved yourself to find some more "needs". There will be plenty of time to sell the "wants" when the economy is looking better.
Now, I need to figure out a way to convince myself I need a new car!
Happy Selling
Kmason
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