Several of my clients – and myself – have been involved in the complex sell with both good and bad results. One of the key variables regarding the “bad results” category is the number of first time buyers in this group. After doing some personal research on this topic, I discovered an interesting antidote for improving your success with first time buyers.
The key is to build massive amounts of trust before attempting to move forward in the sales process. The reason is the first time buyer has no experience to relate with during the process. They have to figure it out on their own. A daunting task for the uninformed and possibly risk averse corporate type.