Many peoples impression about selling and closing is based upon experiences they ve had in B2C transactions.
Whether a retail store, buying insurance or buying a car, chances are the buyer and seller won t ever do another transaction.
B2B salespeople often enjoy the benefit of multiple meetings/conversations.
Related: Why 'Smarketing,' or Integrated Sales-and-Marketing Strategy, Is the Future for Small Business
Before earning the right to close, buyers need to be aware of:
The business outcomes they want to achieve
The reasons they can t achieve the desired results
The capabilities needed
Some type of proof i.e.
Unfortunately the old concept of selling is alive, if not well.
One of the most powerful motivators for buyers is a clear understanding of the potential benefit on a monthly basis so they understand delaying decisions means deferring benefit.