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How do we find out the buyer’s true objections in order to move them along in the funnel?
When creating B2B relationships, how do we find out the buyer’s true objections in order to move them along in the funnel? How long do they stay in the funnel with their objections?--- Question asked from Carlos Hidalgo’s presentation “Keeping Your Strategy in Lockstep with the Changing B-to-B Buyer” at the Focus Interactive Summit, Mastering Lead Management .
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Interesting question. Ironically the answer is the law as defined in the Uniform Commercial Code under Contracts. "A merchant is defined as a person who deals in the goods of the kind involved in the transaction or has knowledge or skill peculiar to the goods involved" and there is an obligation of "good faith and reasonableness" on behalf of the merchant to address all issues to both parties satisfaction. The terms of a sale - price, payment, delivery, and time of performance must be reasonable. Standard procedure is to give the buyer time to offer a counter-proposal which is then negotiated until agreement is reached. The counter-proposal (and it should be emphasized clearly to the buyer) is where those objections can be explicitly stated so the final agreed on terms is in compliance with UCC 2-513(1) and UCC 2-206(1). The latter being accommodation to the buyer.
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