How Long is the Buying Cycle?

I was speaking to a sales team in Denver last week when I made the following point: the prospect who walks into your sales office is doing so based on something that is wrong with his/her life.  For many people that would mean a nagging issue (pain) that has been getting worse and worse each year.   At some point this dissatisfaction reaches a tipping point and they begin looking at new home communities.

A particularly observant salesperson then made this observation: “So, what you’re really saying is that everyone is always in a buying cycle.”  By that she was inferring that we are forever in the “buying cycle” even when we are not actually looking.

Is she right?  And if she is right, how does that affect the way you see people who come through your door?

I’m very curious to hear the opinions of our readers on this.  It could also make for a very interesting sales meeting discussion.

Give it some thought, and place your comments below.  Let the discussion begin!