The irony of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the ‘best company’ or ‘best solution’ that wins the sale but rather the sales person who was able to make their value more visible to the customer. So, adapt your presentation to respective
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Aligning (instead of conflicting) your objectives to that of the buyer, will more likely progress the sale to fruition, faster. What’s the objective of a client meeting? The average seller will dismissively say, “Duh! To make a sale, of course.” The same question to the buyer will yield this sombre response: “To get information”. Conflicting
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