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Many of us in sales, either as a salesperson or as a prospect, often interact with the word "interest" or "interested". Most of us have been either taught or influenced to look for or to get people "interested" in what is being sold, as an expected step followed by a prospect making the purchase from us. There are two errors in using "interested" as a metric however, whether the word is being used informally or as a hard metric. One error is that "interested" has no definable time frame. Someone who says, "Yes, I am interested", is usually communicating nothing measurable; time limited; or intentional. It's a great way of saying "no" when someone is afraid to speak the truth. It is also a good way to avoid hearing "no" when you really want to hear "yes". At best, "interested" leaves both parties with a good feeling, signifying nothing in a business context. Exercise: Try going into a restaurant, fast food or otherwise, and tell the person taking food orders, "I am very interested in _______________". See what happens. The other error is in using "Interested" as a hard metric in a CRM or similar tracking system. It's not that it's an unusual term in sales, or that it very often signifies little. The other dark side of "interested" is that it sows confusion and false hope in a sales context. Sales is about definable mutual commitments. Interested is not a definable commitment. Here is a list of possible and potential meanings of the word interested, most of which will never be fulled disclosed by a prospect (nor inquired about by the salesperson): 1. Interested with no intention of buying 2. Interested with no money to purchase 3. Interested with intention to look further maybe 4. Interested with intention to learn more about the product or service but not buying 5. Interested in the offer with no intention to buy from you. 6. Interested with intention to meet with you to satisfy their personal curiosity 7. Interested with no intention to buy but needs a quote for their comparison report at work 8. Interested with intention to buy in a year or so 9. Interested with perpetual curiosity in the product or service 10. Interested in comparing you with their brother in law who is in the same business 11. Interested with no real idea about what you are offering 12. Interested and a potential client or customer 13. Interested but really meaning to say no, but afraid to say so.

“The ultimate detachment includes detachment even from the ideal of detachment. This is the kind of thing that can make you lose your mind … and come to your senses. The” ― Brad Blanton, Practicing Radical Honesty: How to Complete the Past, Live in the Present, and Build a Future with a Little Help from Your Friends

This Friday, we will be discussing and sharing some of the details that can make your prospecting both easier for you and your prospects. Most of these details can't be found in the HPS book, nor can they be found in articles or workbooks. These will be details that you can immediately apply to your prospecting, both outbound and inbound. We will also allow time for offer review on the call. See you there!

We are launching a series in our Weekly HPS Community Forum, starting next Friday, July 17, 2026, called "Challenges in Prospecting". Please comment below with topics that you are hoping we will cover. The first session will include a subject that was never formally covered in the HPS book or the HPS training; "Creating a Great List". Because even if you deliver a "perfect" HPS offer, the results you seek may not follow if your list doesn't fit.