value message Archives

How to Keep Buyers Urgent for Your Solution

People forget things… quickly. There’s a lot of science and research behind it. It’s the way our brains work. We learn something, even get excited about it, and then quickly move on to other thoughts and actions, often forgetting most of what we’ve learned within a few days. It happens in school, in sales training and, more importantly, with our buyers—and that’s painful.

It’s painful in sales because you can have the most engaging conversation, the best demo, the most compelling meeting, and buyers can still very efficiently forget most of what you talked about, including the pain they’re experiencing and the value you can bring. The result: long sales cycles—or worse, the project never takes flight. The buyers do nothing.