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How have you adapted your sales strategies to meet the changing demands of what buyers want?
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2 Answers
Quite simply we took the strategy and tactics outlined by Mark Bishop in his excellent book The Trusted Seller and applied them to our business where we spend a lot of time in front of professional buyers. The key driver for us was: in this no- or low-trust economy how can we convince buyers that we won't let them down? This seems to be the key driver for buying communities from CEO down.
Prospects buy in their own time, for their own reasons. They seldom buy when you need to make a sale. Therefore, it is important to call them frequently.
Offer prospects what you are selling and ask them if it's what they want. If they say "Yes" you say "Why."
If they say "No" you say "Okay, goodbye." Then, contact them again every 3 to 4 weeks with a differently worded offer each time.
The longer you talk to a prospect, that has not said "Yes" to your offer, the less likely they are to ever do business with you.
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