In working with hundreds of salespeople and their leaders, they tell us they find it more difficult than ever to get time with buyers whose main focus seems to be price.
Your challenge is to engage with a buyer early in their decision-making process and demonstrate your value.
How do you do that?
Let’s hear what the buyer has to say about that.
In our webinar called “Cracking the Buyer’s Code – Having Purposeful Business Conversations with Buyers”, we were joined by four buyers from different industries with varying degrees of experience – from the perspective of a millennial all the way to a buyer with thirty years of experience under his belt.
Here are the top five takeaways you need to know to go beyond price and get that coveted buyer loyalty!
1. Preparation Is Key
Buyers are consumers first. That means they expect the same level of personalization from you that they get from their favourite online store that knows their preferences very well.
Their experiences as a consumer impact their decisions as a buyer so you need to do research in advance.
You need to:
- Know the buyer and their business. Research the industry needs, the challenges in the marketplace and how your product can provide profitable solutions specifically for them.
- Know what you’re selling. That means, know the product differentiators, its rank among competitors, and product brand expansion in the overall market.
- Know who you work for. That includes the company’s background, management structure, and where it fits in the marketplace.