What Causes a Qualified Prospect to Buy … and to Buy Now? A prospect buys all products/services on emotion! However, there must be a “logic safety net” in place when he reaches the “Buy Zone,” so he can justify his emotional decision. What causes a qualified prospect to buy and buy now? The answer is: a professional salesperson has taken a prospect into the “Buy Zone” and then closed. What is the “Buy Zone?” The “Buy Zone” is that point in time when our prospect has bought our ...
