Steady State

• A prospect is said to be in steady state mode when the company or organization:
  • Is happy with the way things are.
  • Sees no reason for change.
  • Perception of reality and expectations match up.

• The prospect is not interested in buying at this time.
  • But, the prospect will listen to stay open to new ideas.
  • You will have a very hard to time convincing the prospect to buy your product.

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© 2004 - 2005 John Michael Pierobon

Notes