85%: Gartner Group’s estimated commercial transactions that will occur without the aid of a sales representative by 2019.*
In B2B selling, gone are the days of the same-old boring sales approaches.
To succeed with today’s web-savvy B2B buyers, sellers need to grab buyers’ attention quickly, engage them in compelling dialogue, and challenge assumptions about needs and solutions. Unfortunately, most sales reps are not equipped to do this. Instead, they respond to the short-attention-span buyer in ways that only make the problem worse. How?
Given the lack of value created by this approach, it’s not surprising that the vast majority of B2B buyers feel they can manage the purchasing process without ever speaking with a sales person.
As a B2B seller, you need to change your behavior to avoid making those mistakes. Be aware of how you behave in your sales meetings over the next couple of weeks; take note of how you feel at different stages of the sales process and join us in the next blog to learn how to tackle today’s biggest selling challenges.
* Chief Executive Magazine: “Will Your Salespeople Still Matter in 2015?”: http://chiefexecutive.net/will-salespeople-still-matter-2015
What mistakes do you find yourself making? How were you taught to grab your buyer’s attention?
30+ years of experience helping salespeople transform their sales dialogues and engage with even the most challenging professional buyers.