Have new buying behaviors resulted in prospects delaying direct engagement with sellers until later in their buying process?
Are you or your sales teams finding that when buyers do engage, their primary focus is on price and availability?
Are sellers rushing to propose solutions and contracts without really knowing how the buyer will determine which solution is best?
Buying behaviors are rapidly evolving, and this evolution may magnify holes in your existing sales methods. As simplified access to information is coupled with the social influence of online collaboration, stress is mounting and funnel volume is falling for many reps.
Ultimately, new buying behaviors are forcing the refinement of key selling skills in order for sales people to compete more effectively.
What Buyers Want
- Want shorter, more productive conversations.
- Have greater concern with understanding business outcomes, not just features and functions.
- Form preconceived notions sooner, filtering out unqualified suppliers.
- Solicit information and opinions from others and rely less on the sales presentation for information about prospective solutions.
New Buying Behaviors & Key Selling Skills
These changes in buying behavior dictate transformation in sales behavior.
This means that in order to better facilitate the buying experience, improve buying decisions, and help the buyer succeed, sellers must efficiently lead conversations that explore the buyer.
In our free eBook about sales transformation, you'll learn more about how to:
- Affect a shift in perception among their prospects and customers
- Gain market share
- Protect and grow existing customer relationships
- Move from being perceived as an “Approved Vendor” to being viewed as a “Trusted Advisor/Partner"
Ed McAdoo is a Guest Author for AXIOM. He is a 20 year veteran of the CRM and Sales Enablement industry with experience in a variety of highly successful private and public companies. Ed has worked with CRM systems from Siebel, Oracle, PeopleSoft and Salesforce.com.