Top Three Buyer Barriers to Overcome

Effective consultative selling to today’s more sophisticated buyers requires more than just asking good questions and getting to decision makers with budget. It means proactively shaping client decisions to help them succeed.

Skilled consultative sales people are able to consistently overcome three key buying barriers that average sales reps cannot.

1. Lack of Urgency/Pain: Many buyers are prisoner to the immediate or the status quo. Without enough internal or external pressure, buyers can be hesitant to invest in important initiatives. Top quartile consultative sales reps identify and link to a compelling event or challenge to make the project a priority in the eyes of the buyer.
   
   
2. Too Expensive: The most successful sales reps ensure that the client clearly quantifies the tangible and intangible value of their solution with them in terms that make sense to their unique situation. Similar to understanding budget parameters upfront, managing expectations of the value that you will deliver begins early in the qualify stage and continues through contracting and delivery.
   
   
3. Too Risky: Most consultative solutions come with risks inherent with any change initiative. The most productive sales reps ensure that the risk of the solution is not too high for the prospect or the company.