Fresh Sales Opportunities in Unusual Places

There's nothing I like better than engaging prospects when they're not thinking of making any changes from their status quo.

That may seem counterintuitive or perhaps even like sales heresy if you've spent your career chasing prospects that are already in the buying mode. After all, they already have money in the budget for your service and are actively looking for new options.

So, why would I recommend chasing "non-lookers" versus the tempting low-hanging fruit? Lots of reasons:

• The Incumbent Is Sleeping
  Since dislodging the status quo is always your biggest sales challenge, you want to slip in under the existing provider's radar screen.

  By bringing in new perspectives that help prospects better achieve their objectives you gain a foothold in an otherwise impenetrable account. The incumbent's failure to offer those new perspectives creates a credibility gap for them and opens the door for you.