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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  July 13, 2017

When to Give Buyers Advice

When to Give Buyers Advice

Giving free advice or ideas is a great way to prove your expertise during sales conversations. Sometimes, though, this well-intended tactic can backfire—even when someone asks for help.

It’s easy to assume that if someone reaches out, they want assistance. And many times, they do.

The key question is about timing. Jump in too soon, and the prospect will feel 1) you don’t know the situation or 2) you’re telling them what to do. The buyer is now one foot out the door. It became a “not a good fit” issue.


Listen: What to do before you give advice


We all want to add value when folks reach out. If we also want to be heard, then let’s make sure our great ideas don’t come too soon. Ask yourself: Does this person want my feedback right now? Timing is the difference between being a trusted resource and being Ms. Bossy Pants.


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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.