Trouble

• A prospect is said to be in trouble mode when the company or organization is:
  • In need of help with problems.
  • Experiencing difficulty.
    • Profits may be down.
    • Competition may be tougher.
    • External pressures.
      • New government regulations.

• The prospect will be receptive to buying your product if:
  • It solves the problem.
  • You can deliver it quickly.

• A prospect in trouble will act quickly, and buy the first product that solves the problem.
  • Not always the best product.

---

---

© 2004 John Michael Pierobon

Notes