People buy when they are ready to buy not when you need to sell.
One of the critical concepts that sales super stars know is that their role is to help people buy and that just because they may be behind in their sales quota is not a reason why a prospect should buy from them now.
You don't change people's buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It is important to discover those ‘real' reasons or circumstances as to why a prospect would buy now, later, not at all or never. Once you have discovered their real issues the sales super star tailors their appeal to those specific needs, desires and buying circumstances.
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