The Role of Predictive Lead Scoring in B2B Sales
Posted: Wed Jan 29, 2025 3:51 am
Helpful video: Customer on the fence about your solution? Here’s how to test them.
5. Be honest
Competitive conversations are ideal places gambling data pakistan to build all-important trust and credibility with your customer. So if you genuinely feel the customer would be better off going with a different solution or provider, don’t be afraid to tell them! After all, that may not be the last time you deal with that customer (either at your current company or a future one) and their memory of how you treated them will long transcend a single sales opportunity. Not to mention, selling your solution to bad-fit customers will ultimately have a negative impact on your organization’s reputation, handcuff your customer support team, and even lead your product roadmap in the wrong direction!
Competitive questions are a fact of life in the world of modern selling. But by being mindful of how you respond to them, they represent tremendous opportunities to qualify your customers, deepen your knowledge of the market, and elevate your personal and professional brand.
In a 2019 letter to Amazon shareholders, founder and CEO Jeff Bezos included a short narrative about the success of the Amazon Echo smart-home device, underscoring the importance of taking a leadership role when it comes to ushering customers down the path to their purchase. He states:
Market research doesn’t help. If you had gone to a customer in 2013 and said “Would you like a black, always-on cylinder in your kitchen about the size of a Pringles can that you can talk to and ask questions, that also turns on your lights and plays music?” I guarantee you they’d have looked at you strangely and said “No, thank you.”
5. Be honest
Competitive conversations are ideal places gambling data pakistan to build all-important trust and credibility with your customer. So if you genuinely feel the customer would be better off going with a different solution or provider, don’t be afraid to tell them! After all, that may not be the last time you deal with that customer (either at your current company or a future one) and their memory of how you treated them will long transcend a single sales opportunity. Not to mention, selling your solution to bad-fit customers will ultimately have a negative impact on your organization’s reputation, handcuff your customer support team, and even lead your product roadmap in the wrong direction!
Competitive questions are a fact of life in the world of modern selling. But by being mindful of how you respond to them, they represent tremendous opportunities to qualify your customers, deepen your knowledge of the market, and elevate your personal and professional brand.
In a 2019 letter to Amazon shareholders, founder and CEO Jeff Bezos included a short narrative about the success of the Amazon Echo smart-home device, underscoring the importance of taking a leadership role when it comes to ushering customers down the path to their purchase. He states:
Market research doesn’t help. If you had gone to a customer in 2013 and said “Would you like a black, always-on cylinder in your kitchen about the size of a Pringles can that you can talk to and ask questions, that also turns on your lights and plays music?” I guarantee you they’d have looked at you strangely and said “No, thank you.”