Stop Info-Dumping On Buyers

Sep 12, 2023

Daniel Hale

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    There’s an old saying that goes, “A person with one watch always knows what time it is. A person with two watches is never sure.”

    This is exactly what is happening with buyers every single day.

    The amount of information at buyers’ disposal is causing analysis paralysis, making their decision-making harder than needed.

    So how can we help them?

    As sellers, our job is not to keep adding more and more information but to help them navigate the sea of information.

    We have the opportunity to curate information and guide them to a decision.

    So, how do you go about this? Start by asking these questions:

    1. Would you like me to give you some important questions to think about as you go through this journey?

    2. Would there be value in me sharing how others have gone about this process to ensure they were making the right decision?

    3. Would you like me to introduce you to someone who’s gone through this process? They can tell you what they considered, the good and the bad

    These questions are designed to convey our impartial assistance, not salesmanship. Sending additional white papers, testimonials, and case studies only adds to the noise, which is not our objective.

     

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