Water Well Journal
Issue link: http://read.dmtmag.com/i/592194
a need, but like "why buy this product?"—he is content to live with the problem for the foreseeable future. While the customer may concede you are the preferred vendor, until he has made the decision to buy his priority, it is all just theoretical. In a "why buy now?" scenario, place your focus on cre- ating urgency to take action by highlighting the risk of the prospect's inaction or the cost of delay. Explore how delay can make each challenge your prospect is facing more seri- ous and the impact of not resolving the problem now. Don't be afraid to ask the necessary questions to help you identify which central question you must answer for your prospect. Knowing this before you get in front of your prospect can help you prepare accordingly—as well as avoid disappointment and unpleasant surprises. WWJ Julie Hansen is a professional sales trainer, speaker, and author. She authored the book ACT Like a Sales Pro in 2011 and has been featured in Selling Power, Entrepreneur, and Sales and Service Excellence magazines. She can be reached at julie@actingforsales.com and www.actingfor sales.com. WWJ November 2015 57 Learn with Business Workshops at the Expo There are several business management workshops at the NGWA Groundwater Expo covering contracts, payments, taxes, and more. Check out www.GroundwaterExpo.com for more information. Twitter @WaterWellJournl ȱ < V L . 2 & ) ( * S LS K V J D O ) H K 7K U W V X G Q , H K W Q L U H G D H / D O O L W V W N F X U W [ D Q R G H W Q X R 0 Z R O O D K V U R IR W F H IH U H S V L . L W Q H G L V H U S H H G U R O D S L F L Q X P K W L : V O O H Z U H W D Z D H K S R W I R J NJ V E O V E O G Q D W V LV R K V \ U\ H K W O D L G D K F Q F L O Q R Q 2 Ǖ ȱ NJ * NJ / ɏ ȱɏ 7 . Ǜ Ƨ < Ǜ $ . Ƨ$ Ǖ V E O G Q D W V LV R K H O J QJ L V J NJ - Q L Z H Q L O O X D U G \ K H K W K W L Z G H Q L E P R F O R R W V H N D P U H Q Q L S V G R U \ V D H G Q D W V D ID J QJ L O G Q D K Q R L W D P U R I Q L O D Q R L W L G G D U R ) 2 & ) ( * U H K W R G Q D . H K W H W L V E H Z U X R W L V LV Y V WV F X G R U S 3 2 . 0 8 5 E N O H P · 3 0 7 3 7 A S U , A M O H A L K O , D I N E · N E R U B N A V H T U O S 5 1 2 2 & 1 , 2 & ) ( * \ Q D S P R & V H L U W V X G Q , F H W V $ Q D R 1 4 1 4 . 4 3 P R F R F I H J # V H O D V W Q L ā P R F R F I H J # V H O D V P R G ā · P R F R F I H J Z Z Z V X H N L O U R P R F R F I H J Z Z Z V H W D G S X U R IR N R R E H F D ) G Q D 2 & ) ( * V R W R K S W F X G R U S F Q ,