Descriptions:
I am going to explain to you the hidden psychology behind every big purchase decision. Let me tell you something which I have learnt after years of closing sales. My name is Lavanya Udayakumar, a sales coach.
Your buyer isn’t choosing between the suppliers. They are choosing between the versions of their future self. I have sat across the executives who are reviewing the proposal.
Do you know what will be running in their mind during the proposal verification? Will this make me smarter? Will I be rewarded if I make this decision today? Can I take credit? Your ROI calculation? No, this will never run in their mind. Here is the truth: finding the right supplier at the right price is their career win.
Here is what most sales engineers do not realize. They work for the same company; however, they compete between the different facilities. The facilities compete with each other—India versus Middle East or India versus China, Mumbai versus Delhi. This is how the plants compete with each other.
The plant manager and the decision maker want to own this reward. They want to showcase that their facility is capable enough to bring in a new supplier who can deliver the right kind of product at the right timing and at the right pricing.
Now, I will tell you how your product can win or lose. The way the buyer presents you in front of the management committee is more important than your specs. The same equipment can tell two different stories: one, this product can help me reduce 18% of the rejection rate; two, I am driving the profitability of the company by choosing this product. This way we can have better delivery timelines and improved profitability inside the company.
If that is what is presented during the management committee meeting, what will the management decide? The deals I have helped people to close are not purely based upon the specs. It is about enabling the buyer to present in front of the decision maker so that the decision maker chooses you and your product.
If you want to create a powerful story about you and your product, book a strategy call with me.
For More Details: +919790133998
#salespsychology #b2bsales #salescoaching #closemoredeals #decisionmakers #salesstrategy #salesgrowth
