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.