Most times, people do things when they have to. Why do we change a car’s oil when the odometer clocks another 3,000 miles, pay our taxes on April 15th, or take a family to a doctor’s office or hospital emergency room? For one reason—we have to?
Many business owners work the same way. Supplies are not ordered, additional employees are not hired nor are marketing campaigns launched until they have to. When people believe they have to act they do.
Stop trying to convince people they need your latest product or service and start listening for their have to. Start selling with your ears and not the lips.
Most people are running their businesses leaner than at anytime in the past. Employees work less over time while bosses put in longer hours, warehouse shelves are kept empty on purpose, and supplies are ordered at the last possible moment. People act when they have to.
Spend less time learning how to sell and more time understanding how people buy.
