B2B sales and marketing teams make a massive mistake every day. This simple technique should improve results by proactively addressing legitimate buyer concerns AND by differentiating your company from competitors who ignore it.Buyers know there are risks to change, to buying your product or service, and to trying something new. Of course they recognize risks to do nothing as well (FOMO) but when we fail to acknowledge legitimate concerns we cost ourselves credibility. After all we know that they know that we know things can go wrong.
So let's be straightforward. Let's acknowledge that in our marketing! Let's address it in our sales!
We can run a "pre-mortem" with prospects in our sales process, discussing the things that might appear, in retrospect, to have caused what seemed like a great decision to turn out poorly.
We can discuss these things on our website too.
The bottom line is that we'll sound vastly different than competitors, and we'll enhance our credibility.
Facing frustrations during implementation is normal. We share insights on how to address these challenges transparently in our sales process, building credibility and trust. Discover how to communicate effectively and set realistic expectations with your audience. #B2BSales #IndustrialMarketing #IndustrialSales #CapitalEquipmentSales #MachinerySales #ComplexSales #IndustrialMarketing #ManufacturingMarketing #Trust #Credibility #ImplementationChallenges #SalesTransparency #BuildingCredibility #CustomerTrust #RealTalk #SalesProcess #EffectiveCommunication #BusinessInsights #ProblemSolving #ClientExpectations
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