Options in Business to Business Sales

If you sense a competitor is likely to win a sale, an option you can use is to persuade your customer to delay their decision. Usually the “hook” you need to delay the decision is to plant seeds of doubt about the future. For customers, a common mistake made during a buying process is focusing in the present. Customers have evaluated solutions to determine which solution is the best option today, but often haven’t considered the future and how their needs may be different 6 to 12 months from now.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.