There are two reasons a prospect won't buy from you. One, being that the prospect does not realize their problem is large enough to require your solution or two, you have not determined their driving motivation.

4. TIGER QUEST SALES SYSTEM
Prospect’s
Initial State
Resistant
Salesperson’s
Action
Prospect’s
Goal State
1. T.I.G.E.R. Tools
Engaged
Unsure
2. Set Agenda
Relaxed
Content
3. Find Pain
Afraid
Anxious
4. Offer Solution
Excited
Undecided
Stalled
5. Trial Close
6. Close
Convinced
Sold

6. Your solution MUST be tied to
the prospect’s PAIN!

7. We have to present the
Solution 2 ways
EMOTIONAL

8. First prospects make the
buying decision . . .

12. What if?

13. Buyers can argue about your
facts, but no one can dispute
your experience

14. . . . then they must have the
logical justification

19. Challenge: Emotion First, Then Logic
EMOTION