A majority of B2B buyers purchase a product or service, like yours, maybe once a year. It could be more frequent or even less.
However, your company is probably selling hundreds to thousands of your products or services in the same time frame to many, many buyers.
Who better understands the “ins and outs” of buying your type of product or service? — YOU DO!
Be the expert advisor. Proactively help your buyers think ahead of the barriers they need to cross to satisfy their emotional, social, functional and organizational needs.
Help them clearly see how to attain their goals and the steps needed to get from here to there.
A Harvard Business Review study stated, “In a majority of situations where product choice is equal – the winning advantage almost always goes to salespeople who deeply understand buyers’ roles and relevant business challenges and how to help the buyers solve them.”
Leverage your position as a buying expert in your market. Become a trusted advisor to your prospective buyers.