• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Weekly Sales Tip
  • |
  • 303-741-6636
KLA Group

KLA Group

IT Sales and Marketing Agency

Menu
  • SERVICES
      • Digital Marketing
      • Custom Website Design
      • SEO Services
      • Email Marketing
      • Content Development
      • Marketing Coaching
      • Software Development
      • Our Process
      • What is a Revenue Generation System?
      • Digital Marketing Services
      • Sales Training & Coaching Programs
      • HubSpot Implementation
      • HubSpot Implementation for Revenue Growth
      • HubSpot Monthly Support
      • Sales Training Programs
      • How to Cold Call
      • Consultative Selling
      • Email Prospecting
      • How to Ask for Referrals
      • Lead Generation Training
      • Sales Coaching
      • Sales Productivity
      • Sales Hiring Coaching
      • Outsourced Sales Management
      • Sales Assessment
      • Contact Us
  • WHO WE SERVE
    • IT Managed Service Providers
    • IT Solution Providers
    • ConnectWise Evolve
    • Sales Consultants
    • B2B Companies
    • Professional Services Firms
    • Phone System Providers
    • Manufacturing & Distribution
  • ABOUT KLA
    • Who We Are
    • What is a Revenue Generation System?
    • About Kendra Lee
    • Hire Kendra Lee to Speak
    • Meet the Team
  • BLOG
  • RESOURCES
    • Books by Kendra Lee
      • The Sales Magnet
      • Selling Against the Goal
    • Ebooks & Guides
    • Events
    • Weekly Sales Tip
    • Revenue Generating Trends Newsletter
    • Coffee with Kendra
  • Contact us

How to Put More Prospects in a Buying Mood

Last updated December 14, 2023 Categories: Sales Prospecting

By Kendra Lee

buying mood smallA reader got in touch with me recently about an issue that lots of us have run into from time to time: Her email prospecting campaign was attracting attention and responses, but most of her prospects weren’t interested in buying right now. While getting some response should be better than none at all, your success in sales is dependent on making something happen. Besides, there’s no guarantee that prospects will remember you later, so it’s your job to create immediate interest.

In other words, to become the top salesperson, you have to learn how to put more prospects in a buying mood.

In my experience, there is one surefire way to grab a buyer’s attention: Focus your prospecting activities on a specific trigger event. In other words, don’t try to interest them in your products; instead, offer a solution to a business issue that they’re facing right now, or likely will be in the future.

Trigger events can come in a number of varieties, but what they all have in common is that they force prospects to think about changing the products they buy, or the way they do business. For instance, one of my IT clients is currently talking to their customers about data backup and disaster recovery, since flooding is a big story in the Midwest. Another is mentioning that they can help firms to be more compliant with federal information privacy guidelines in the medical industry. New products and technologies, changes in legislation, or economic booms or down turns in specific industries could all be trigger events, as well.

In each case, the value of recognizing a trigger event and using it in your prospecting efforts is that it stops you from talking about your solutions, and gets you talking to your prospects about issues that really concern them – their problems. Show them that you can help find the answer to the challenge that would have otherwise kept them up at night, or make them more profitable through a process they haven’t heard of yet, and you’re bound to find an interested listener.

The easiest way to make a prospect interested in buying now isn’t to tell them more about what you sell, but to give them answers to problems they already have. Remember that, and be on the lookout for specific trigger events that can help you demonstrate the value you bring.

Read More Related Articles

businessman using binoculars
Revenue Generating Success Strategies , Sales Prospecting, Sales Strategy What To Include in a Sales Plan To Achieve Your Goals
Real Leads
Sales Prospecting Cold Calling is Not DEAD
Convert Inbound Leads
Sales Prospecting Convert More Inbound Leads by Coaching Sales Reps in 4 Steps

Primary Sidebar

Footer

Services

  • Digital Marketing Services
  • Sales Training
  • Sales Process
  • Hire Kendra to Speak
footer-logo

Resources

  • Blog
  • Coffee with Kendra
  • Events
  • Ebooks & Guides
  • Newsletter
  • Weekly Sales Tip
  • Books by KLA
  • Sitemap

About KLA

  • About Us
  • Who We Serve
  • Revenue Generating System

Service Areas

  • Commerce City, Colorado
  • Englewood, Colorado
  • Lakewood, Colorado
  • Wheat Ridge, Colorado

Contact Us

Call +1 888-305-0471Contact Us

Join Us

Subscribe OptionsCoffee With Kendra
  • Privacy Policy

© 2025 KLA Group. All Right Reserved.

  • What Should Show on Caller ID When You’re Prospecting?
  • Is Cold Outreach Dead or Are You Missing AI and Smart Tactics?
  • Help Your Team Prospect Consultatively for Better Results  
  • How Consultative Selling Drives B2B Sales Growth 
  • 12 Ways To Achieve Sales Goals Faster

test

Be the first to know about our sales and marketing webinars

You could be generating more revenue.

Get proven sales and marketing strategies that help you generate more revenue, hit goals, and grow your businesses during our Coffee with Kendra webinars.

Get On the List

Let us know which invites you want to receive and we’ll add you to the list.

Name(Required)
Sign me up for the Weekly Sales Tip
Send me the monthly Thoughts on Generating Revenue digest
This field is for validation purposes and should be left unchanged.

Subscribe to Our Blog

Get the latest sales and marketing articles from KLA Group delivered directly to your inbox. 

Name(Required)
This field is hidden when viewing the form
Untitled(Required)
This field is for validation purposes and should be left unchanged.

Talk with an Expert

Name(Required)
This field is for validation purposes and should be left unchanged.

Syllabus - Lead Generation

Name
This field is for validation purposes and should be left unchanged.

Coaching - Sales

Name
This field is for validation purposes and should be left unchanged.

Syllabus - How to Ask for Referrals

Name
This field is for validation purposes and should be left unchanged.

Syllabus - Email Prospecting

Name
This field is for validation purposes and should be left unchanged.

Syllabus - Consultative Selling

Name
This field is for validation purposes and should be left unchanged.

Syllabus - How to Cold Call

Name
This field is for validation purposes and should be left unchanged.
SUBSCRIBE TO OUR BLOG