Every B2B Buying Process Comes Down To Two Questions
About 40% of qualified pipeline deals end in no-decision, with prospects stalling in the business buying process and sticking with their status quo.
Are too many of your deals ending in no decision? Are your reps jumping into the “Why You” conversation before you’ve convinced prospects why they need to change? Are you getting into too many competitive bake-offs and feature-function battles during the business buying process, causing decision makers to end up choosing the lower priced option?
If any of these situations sound all too familiar, then you are probably struggling with lost opportunities, wasted sales efforts, and eroding margins…
How Does This Affect Your Business?
- Without a compelling reason to change, prospects conclude that they can live with their current situation, leading to a “no decision” result.
- If your salespeople jump too early into Why You conversations, you’ll end up wasting expensive resources for no payoff.
- Feature-function competitive battles commoditize your offerings, giving buyers no reason to choose you over the lowest priced option.
If your business is being affected by any of these situations, you need to improve your ability to Create Value™ Skills.
More About Create Value™ Skills From Corporate Visions
This unique selling skills course from Corporate Visions (formerly known as power messaging) is based on Decision Science that helps you defeat the status quo with a great Why Change story, creating real differentiation and establishing a buying vision.
Create urgency that moves your prospects away from the status quo. Build a buying vision that leads to the unique strengths of your solutions.
Avoid feature-function competitive battles that result in smaller margins and stalled deals.
Give your salespeople the ability to have compelling, differentiated conversations at every stage of the business buying process. Learn more by downloading our solution brief.