How do you know when a prospect will buy or pass. Here's what you need to know: * Qualifying prospects involves determining if they meet the fit and impact criteria. * Understanding what prospects believe about their future is crucial in predicting their buying behavior. * Prospects are more likely to buy if they believe their future will be worse than the present. * Providing hope and offering solutions that align with prospects' goals and timeframe is essential. * Convincing prospects that working with your company offers high ROI and is the best alternative is key. Connect with Jay Email me at [email protected] to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.