Buyer Behaviour

Possessing an effective and professional business introduction that spells out clearly and succinctly the benefits that we bring to our buyers is now more essential than ever. If those benefits are also quantified then that's even better. So, why do many businesses and their salespeople turn off their prospects, right from the first contact?

First impressions do count. The psychology of consumerism tells us that the initial impact of a brand, a colour, a physical layout and a welcoming employee can never be understated.

In B2B Sales, you should sell the benefits that your product or service delivers, not the product or service itself. Consider selling the benefits of the benefits.