New concept selling requires reps to be highly evangelistic and have the ability to create need and urgency. Reps must convince buyers not only that the offering is technically viable, but also that the benefits of switching outweigh any real or perceived risks. This brief provides guidance on how to adjust the selling approach during each of the three major phases of the Buying Cycle when the demand type for an offering is a new concept.
Download this Research Brief to learn:
- How you can loosen your buyers status quo and commit then to change in the education phase
- How you can help your buyers in the Solution Phase: Explore Possible Solutions and Commit to a Solution
- How you can help your buyers in the Solution Phase: Justify the Decision and Make the Selection
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