The CFO mindset has taken over your buyer’s mind. The new normal is to delay, cut costs, and only spend where absolutely necessary. In this environment, Solution Selling won’t cut it. Budgets have been slashed, and buyers must be provoked into spending money outside existing budgets.
Our provocation-based selling services help you put Moore’s concepts into action:
- Identify critical issues being ignored, neglected, or ineffectively addressed by your buyers
- Map your product or service capabilities to the client needs
- Help your team develop a provocation-based approach to get buyer attention and open up buyer discussions
- Coach your team through provocation-based selling engagements