Many ICT supply companies are inadvertently undoing a done deal. Larato’s research found that 40% of qualified buyers are choosing to do nothing, and 60% of these blamed their inaction on flaws in the sales experience.
The way customers buy has changed: the buyer now drives the sale and they are better informed than ever. If the seller can’t adapt, follow the buyer’s lead and add real value to the purchase through expert knowledge, the sale will stall. It’s time to shift from a sales person to a trusted advisor.
This #HelpMe guide explores Larato’s findings, affirming the need for suppliers to revitalise the way they interact with buyers.