Short conversation (YouTube) about why prospects who express interest often don't buy. Tim Frey argues that stated intent differs from action and identifies three essentials to close sales: a clearly stated outcome, a guarantee that the prospect will receive that outcome, and the prospect’s emotional investment in achieving the result.
People keep saying they have the money to invest, but yet they still aren't buying.
What people say and do are two different things. Even if we get a waitlist for something, even if we get all these people that say they're going to buy this thing or join or whatever, until the contract is signed, the deal is not done. I think the main thing here is like, what's the outcome that we're trying to sell? Does the prospect know they're going to get it? Is there a guarantee that they know they're going to get the result? And then thirdly, is there an emotional investment attached to them actually getting a result? If you have those three things, for me, I feel like a sale is a home run unless something logistical comes up.
