Often I’m asked about the use of AIDA methods when calling on b2b buyers. While it is true you should be using a questioning method in the b2b sales world, gaining a buyer’s attention is still an important element in the b2b sales world.
Since you do need to call on more than one buyer or influencer within the customer or prospect’s company, you need to be aware of the five blockers to the buyer’s attention. This is really important for the first time you meet a new person in an account.
Why am I talking about attention? Because if the customer or prospect is not listening or thinking about what you are focused upon – then all your effort is wasted.
So here is a key b2b sales tip – how to recognize and deal with the five common blockers in the minds of customers or prospects. These five include…