I created a Buyer Checklist for you. This buyer checklist isn’t a quick fix for sloppy or unrealistic selling and forecasting habits. It’s a guideline for you to use in your account entry strategies.
This is the final post of this week’s 3-part series on buyer skepticism. Let’s review what we have learned.
Today’s Buyers and decision makers are skeptical about what you are telling them. They simply don’t believe you at face value. They don’t have to. They can find out whatever they need to know about you, and your company, online and by calling up their peers. Stop relying on marketing communications materials and demos to clinch the deal. These tools are just that: tools. These tools are not your entire account entry and development strategy.
Your selling goal is not to schedule one more demo. Your selling goal is to create account entry strategies that compel Buyers and decision makers to invite you to their business tables. In order to receive this coveted invitation, you must establish your own domain area expertise. Even if you sell for a strong brand, that brand is a tool for you to combine with your own personal branding and sales savvy. While your company works long and hard to establish and retain their brand and image in the marketplace, how much time each day do you put into creating your own brand: that of a businessperson of worth?
My new White Paper, Selling to Skeptical Decision Makers focuses on six key areas of the buying process which can stall and derail any seller. By incorporating these factors into your account entry strategies, you initiate value creation from the start of your sales cycle. You know as well as I do that buying decisions are complex. Even if you are selling commodity items, placement of your product is one of hundreds of decisions buyers make each day. Each of those decisions is related and prioritized.
I’ve created a Buyer Checklist and included it in the White Paper. Refer to this checklist early and often as you engage and develop your prospect into a loyal and retained account. This checklist includes many of the aspects of the sale that are responsible for derailing it if you rush for the close.
You can download the White Paper here.
Take the steps you need to become that sought-after seller who is invited to your decision maker’s buying tables. Shorten your sales cycles in the process.
- Create a PULL selling strategy.
- Differentiate yourself as a domain expert and go-to resource for your customers.
- Eliminate Buyer skepticism.
- Beat your competition.
Babette N. Ten Haken, Founder & President of Sales Aerobics for Engineers, LLC, catalyzes revenue-producing business transition, startup growth and professional development. She works with traditional and non-traditional sellers and owners in the manufacturing and engineering space as well as in the B2C space.