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complexity in the implementation

How to Sell the First Time Buyer

by Voss Graham

Talk about special situations, selling the first time buyer is one of your biggest challenges as a b2b sales professional. In fact, this is probably one of the more complex situations you will encounter.

Let me add to the complexity of a first time sale. The higher the price, complexity of installation, and possible political risk adds to the difficulties for first time buyer.

Face it, when a buyer has no experience in making these first time buying decisions – what do they use as a point of reference? That’s right, they have NO point of reference and there is a major factor in play – the unknown.

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Categories Engaging Buyers, Selling to Top ExecutivesTags b2b sales, b2b sales tips, complexity in the implementation, major account sales, making the first time sell, the first time buyer1 Comment

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