If you’re faced with a buyer who’s nervous of making the wrong decision, offering a money-back guarantee, or a cancellation window, or allowing a subscription downgrade is a great way to derisk things for them. A nice idea if you’re in charge, but some of these options might depend more on company strategy and not be achievable for a lone salesperson. Other options are available without organisational buy-in – packaging the recommended option with professional services support so that the buyer isn’t worried about implementation, or even just providing a really detailed project timeline to reassure the buyer that you’ve done this before.
So what have we learned? That the status phone code brazil quo is one of the most formidable competitors in B2B sales. But not all losses to the status quo are equal – some of the time the prospect genuinely prefers the status quo, other times they just don’t know what to do instead.
To create an opportunity, you need to dial up the fear, uncertainty, and doubt so that your prospect realises that the status quo is costing them. Your ‘Why change?’ presentations need to drive prospects to do something different. Once prospects believe they should change, when you shift to your ‘Why us?’ content, you need to dial the fear, uncertainty, and doubt right down. Do everything you can to make buying seem obvious, low-risk, and easy.
If you’re reading this blog post, chances are you’re already familiar with Google Workspace. It has a whole host of productivity apps and tools that we, at BrightCarbon, use regularly. We’ve found that so many of Workspace’s helpful features often go unnoticed, so we’re going to walk you through one that we think you’ll love having in your toolkit.