When do prospects make a buying decision?
Usually, when someone has decided to buy, that decisions is made BEFORE the sales call.
The decision can be made MONTHS in advance.
That’s true for most purchases, regardless of the price tag. Services, appliances, houses, cars, etc etc. We’ve all pretty much made up our minds to buy, then we buy. It’s that simple.
So when I get my new car in a few months (the lease is running out on my old one), I’m going to walk into the dealership knowing that I’ve already made up my mind.
I read reviews.
I got on Youtube.
I did test drives.
In other words…
I didn’t wait till someone said, “Hey, you should buy X type of car” to make my decision.
Here’s what I’m doing instead (and it’s what your prospects are doing, too) 👇