PROSPECT RESPONSE MODE

Are we looking at things from all angles?

How the prospect rates your benefits and what they mean to their organization, as well as, to their career personally.

The Prospect's response to your product or service can be classified as one of these types.

Focus on the 2 kinds of prospects where you will most likely win business, and avoid wasting time on the others where possible.

Good Response Modes

IMPROVEMENT MODES

Results will bring a new reality far better than currently

In this chart, the current prospect mode before purchasing is 2. Once the product is purchased, the perceived expectations of improvement are 10.

TROUBLE MODE (the ideal mode of a prospect)

Results are needed to get current reality up to expected in order to remove the trouble

In this chart, the reality is that things are not going as well as required, therefore the prospect response mode is that they are in Trouble Mode. This means that they really require something to survive therefore, it is likely they will be buying something.

Bad Response Modes

APATHETIC

Results on an even par or slightly above current reality

OVER CONFIDENT

Current reality is better than expected - leave them alone