Accessing the new buyer for today’s provocative seller
Not competing on the battlefield of business value is a decision.
In any given moment, in millions of meetings around the globe there are account managers sitting with customers or prospects and there will be a question about the seller’s value to the prospect.
The question will have been rehearsed by the account manager with the sales manager in a role play back at the office or worst case, in the Uber on the way to the meeting. But that doesn’t reduce the fight or flight response that can land on the seller.
Do I know the answer so well that I stand and fight for the business based on value or do I take flight from the the value discussion and retreat to the seemingly safe ground of price or deal terms.
I have been in that situation. I am sure 100% of sellers have been in that situation. I am equally certain that buyers have witnessed both responses whilst still making the decision to buy based on the “non-value” flight response.
“If this, then me” is designed to offer tips, techniques and commentary to help sellers think about new ways to access buyers and explain their unique business relevance.