Don’t ask the buyer what they think. Add value to the conversation by providing relevant content that will help their buying decision instead.
Put yourself in the shoes of a buyer. Do you really think you’re the only game in town? Of course you don’t. So then why act like you are?
There’s a challenge we all have at some point in the buying cycle (notice how I said “buying cycle” and not sales cycle? Read more about that important vocabulary change here).
We know that potential buyers will hardly play by our rules and timelines. Why should they? They’re comfortable moving at their own pace. Promises of quarter-end deals can only go so far. So how can you get their attention?