Reading a book. Going on a roadtrip. Doing your laundry.
Why are these things we always want to do but never seem to get around to doing? It’s a matter of interest vs intent. Although we may be very interested in doing all these things, we lack intent for doing them. What’s the difference between the two?
As defined in the Oxford dictionary:
The difference between intent and interest is need and resolve. You experience this every time you reach into your underwear drawer and find it empty. When this happens, you’re no longer idly interested in doing laundry–that interest has converted to intent because of need. With need comes urgency that lends us motivation to do something. As a salesperson, being able to distinguish interest from intent will allow you to determine which has greater potential for closure. 80% of results come from 20% of your leads and knowing interest from intent will allow you to focus on the 20% that will give you 80% of your results. You’re not going to do laundry until you absolutely have to; likewise your clients aren’t going to close unless they see the need to.