3 Things that Buyers dread
- Written by Vibha Bharaddwaj
If you ever built a rapport with a buyer , he/she will tell you their 3 most dreaded things are-
(1) Sales Pitch
(2) Sales Presentation
(3) Sales Proposal
Some even say, everyday they receive dozens of marketing emails.
Then there is Google that pushes context-sensitive ads, as their AI engine reads every mail of ours, picks key words and tries to push content along the same lines.
And then there are calls from product companies.
Followed by imposing Sales Professionals with their Pitch/Presentation/Proposal.
Buyers say they had enough of product features, benefits , the competition etc etc.
They don’t want to sit through those monotonous pitch or presentations.
Some say that they have stopped paying attention to most of them as they are beginning to sound the same.
Then what is it will increase their curiosity or generate interest?
Upon asking one of the buyers, I came to know that they are more interested in meeting the actual users of the product being positioned. The actual customers.
They want to know how has been their (existing customers) buying experience.
I think as Buyers become more aware of what they want, we in Sales need to start focusing on building some strong case studies and testimonials.
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