Written by: Vickie Sullivan | June 15, 2021
2 Strategies for Selling to Confident Buyers
Selling to market leaders is easier said than done. The biggest challenge: Success breeds confidence. And that causes confident buyers to think they don’t have any problems. How do you position a problem when folks don’t believe they have one? I have a couple of ideas.
• Celebrate with your them. It’s tempting to poke holes in a confident buyer’s approach to show need. Instead, acknowledge the obvious, then focus on what they already have so you can improve the situation. No one wants to mess with success.
• Improve their growth plans. Confident buyers are future focused. They want to know what’s ahead. Help them get there. Is it finding the best path forward? Implementing their targets? There’s value in making new growth plans work.
Listen: What Market Leaders Are Afraid of—and Won’t Admit
Success creates blind spots. It happens with your buyers; heck, it can even happen with us. If you use your buyers’ confidence as a springboard to what can happen next, you will uncover where their real challenges lie. Tap into those challenges to open doors and present your ideas—and win over your buyers.
Now Read This:
- To Win Over Buyers, Tap into Their Motivations
- Strategic Sounding Boards Give Real-World Advice for When the Rubber Meets the Road