I had a couple of questions from b2b sales people asking me about how to deal with the b2b buyers who seem to already have all the answers about their products and services. They wanted to know how to best respond to these types of b2b buyers.
Welcome to the world of the Internet and instant product knowledge research. This is becoming a hot topic these days for this very reason – b2b buyers know more about your products and the competitors products than every before.
The best method of dealing with this type of b2b buyer is to show your depth of knowledge and understanding by the use of better questions. Let’s call them the buyer acknowledgment questions.