A Latent Need. These individuals constitute 95 percent of your conceptual sales territory. A latent need is a need that hasn’t surfaced and is in the background. With these people, you must create a demand for what you do. They will need help in thinking about the problem instead of the solutions to solving their problem. Your conversation with them will provide them with insight.
An Active Need.These individuals understand that there is a problem, but aren’t sure how to solve it. They need to face their perfection; to come face to face with their perfection. Present a solution with them that they aren’t sure how to solve. Through a consultation, you can help them to position your solutions into their world.
A Vision of a Solution.These individuals know that they have a need and are pursuing an active solution. Their existing vision of a solution must be re-engineered. From there, you must bias it to your services. This isn’t easy; however, more techniques will be coming on how to re-engineer their existing vision of a solution.