In a Qualtrics panel study with 530 B2B buyers, we asked what buyers want from sellers. Here’s a sample of what buyers said.
Author: Deb Calvert
Each of us has a preferred style when it comes to conflict. This preference influences how we handle decision-making and negotiating, too.
The dictionary definition of critical thinking is “the objective analysis and evaluation of an issue in order to form a judgment.”
When people ask me how they can make others see them as a leader, I think of the classic children’s story The Emperor’s New Clothes. That is the one where the vain emperor is duped into believing his clothing has been woven from the finest (invisible!) fabrics and threads.
Leadership transparency has also been called business’ “currency of trust.” As you know, trust is the foundation of any relationship.
Times are tough, and they’re only getting tougher. As the Center for Creative Leadership says, we live in a VUCA world, surrounded by Volatility, Uncertainty, Complexity and Ambiguity.
Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. B2B buyers aren’t buying because they aren’t getting value during these one-sided sales presentations where the seller does all or most of the talking.
The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.
Ensuring clarity in communication is the responsibility of each individual, particularly since our performance is so frequently appraised based on our ability to effectively communicate.
The buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established.
When we choose words carefully, we are viewed as being in command, powerful, as we describe the world around us. Leaders go one step further. They use the language of leadership.