Business Owners and Salesmen are you finding the B2B procurement process more intimidating?
You're working with professional B2B buyers trained, hired and retained because they removed all emotion from their job. All but one...FEAR.
Their world is transactions, buying commodities. They build procurement processes to mitigate fear of a bad purchase, not to ensure a good/great purchase.
The greatest antecedent for their fear is your passion. Your resolute conviction that what you offer works as promised. You believe/know this or else there is no further discussion, if otherwise. You're representing the situation, solution and mitigating the risk and avoiding the risky so an informed decision is made.
When you find the B2B procurement process is interfering with your profits, then let's have a discussion to find solutions that show how passion changes everything.
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