Are
your customers overestimating what it will take to do business with you?
Recent
research from Rutgers University tells us that, if people think they have to
handle a task on their own, they estimate a much greater number of hours than
if they expect to share the job with another person.
Apparently,
our perception of what we as individuals can accomplish is influenced by
whether we will be working independently or with others’ help.
When
it comes to sales negotiation training, make sure that you help your sales
force understand this subtle phenomenon during the sales process. While it is beneficial to have sales qualification
hurdles for a potential client to navigate (i.e. budget, timing, decision
making, competition, goals, problems, needs etc), make sure that you do not
allow your buyers to incorrectly perceive the personal or organizational burden
related to closing the deal with you.
Use
the concept of lightening the load to make it easier to buy by offering help, creating
a dedicated client account team, having clear and simple next steps, providing
examples, and helping them to influence others internally to get the deal done.
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