When Someone is Interested in Something You Sell, What Does That Mean?

It depends on how you want to sell.

If you want to sell by talking someone into buying, “interested” is an opportunity to try to do just that.  Interested doesn’t mean that they are likely to buy from you.  It only means you have someone who will probably listen to you while you talk.

If you want to sell by finding someone who is likely to buy, then “interested” is an opportunity to do some finding out.  Find out what is behind that interest.  It may mean that the interested person is close to making a purchase decision and wants some information, or it may only mean that the interested person wants to be educated.

When I first started learning High Probability Selling, I was taught that “interested” was a poison word, something that salespeople should avoid.  It means that a prospect is not ready to buy, and is likely to waste the salesperson’s time.  I understood immediately what my teachers were talking about.  I happen to be a person who is interested in just about everything, even when I have no interest in buying, and I began to feel some pity for the salesperson who encountered someone like me.

There is no need to avoid the word “interested” as long as you are clear about what it means for the way you choose to sell.  Richard Himmer (one of my other teachers in HPS) made a useful distinction between Interested and Interesting.  In High Probability Selling, the salesperson is the one who is interested, and the prospect is the one who is interesting.  It’s usually the other way around for salespeople who want to try to influence the prospect to buy.

I am very interested in any comments you may have.  You are all very interesting people.

 

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When Someone is Interested in Something You Sell, What Does That Mean?

Want Interested Prospects?

by Jacques Werth and Carl Ingalls

What happens when you spend your time and resources engaging with prospects that are merely interested in what you are selling?  An interested prospect is only shopping for information and free advice.  Suppose you give them just that, lots of free information and advice, along with lots of your own valuable time.  Do you think they will eventually buy from you out of gratitude?  How do you think they will feel about “owing” you the order?

When a prospect has finished shopping for information and is ready to buy, they are no longer an interested prospect.  At this point, they are far more likely to buy from someone who is simply in the business of selling than they are to buy from someone who spends their time giving free information and advice.

How do you feel about someone else getting the sale after you have invested all that time and energy with the prospect?  Do you feel that you lost something you deserved to get, and that the other guy was just lucky?

Do you want to be one of those salespeople who regularly contacts prospects at just the right time to get the sale?

Want Interested Prospects?