Yes, I know this sound simplistic and somewhat demeaning. However, it is a major issue for many b2b sales people who want to agree with the buyers or be seen as the “nice” seller.
Well, welcome to reality 202. The reality is if you agree to everything, avoid tough or controversial questions or only ask simple “mind-numbing” questions – you lose!
In the world of b2b sales the world is fast paced, crazy time shortages, and attention spans calculated in nano seconds rather than minutes. It is up to the b2b sales person to take charge of getting the attention of the buyer.