Sales techniques need to match the economic environment and in his blog ‘Developing your B2B sales skills’, Voss Graham, provides practical advice in many areas. His recent article “Barriers to overcome to get decision to buy’ looks at why your customers and clients get more reticent about the buying process in harder times.
His seven points to look out for as ‘barriers’ to a successful sale include increasing time pressure for many people. This then allows little time for you as a sales professional to put your case. Others are the need for very strong proof of performance before a deal is completed. He suggests a proactive approach: “Begin tracking your success in terms of a customer’s results with your product or service… ask your customers for their outcomes. Newer customers will provide more interesting data than old existing customers.” For all seven of the potential barriers to decision-making read the whole article on Graham’s blog. http://developingb2bsales.com/barriers-to-overcome-to-get-decisions-to-buy/#more-1074
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