How come that sometimes our sales process starts well and then it gets worse and worse? And long and frozen and ‘non-closeable’? Because many times we confuse our clients and by confusing we lose their trust.
B2B sales is about trust: Your buyer is part of a bigger decision making unit/group (DMU) and he can lose credits in the eyes of his colleagues and bosses if he is not a good filter of suppliers. So you need to win his trust. He should either trust you or your company or your service or your product or all these in any possible priority order. And still many times we lose the trust of our lead. Why?
(Have you ever broken up with somebody? Do you remember how that significant other had lost your trust? Probably the loss of trust started by surprising you with a behavior that was different from his/her previous behavioral patterns.)
Continue reading “It takes a good and a bad cop to sell in B2B”