A battle of wits: How to win over the cautious buyer
Winning over a cautious buyer isn’t about what solutions you have. It’s about how well you understand your client’s environment and how you use that intelligence to engineer a deal too good to pass up. This guide reveals the four capabilities that will boost your chances of success.
Whether you’re an incumbent solutions provider looking to expand your existing account or a disruptor hoping to dislodge an established competitor, there are ways to improve your chances of success in the cautious environment.
Unsurprisingly – especially given buyers’ fear of making a bad decision – return on investment is top of the agenda. “Deliver in 12 months or less and we will more likely give your solutions the go-ahead,” says a whopping 87% of enterprise buyers.
Few vendors can guarantee ROI in under a year, especially given the complexity of solutions and the environments in which they are installed and deployed. So, aside from aligning with the goal of 12 months, there are several key reasons why an incumbent or a challenger might win.
Winning over a cautious buyer isn’t about what solutions you have. Three quarters of the winning factors are about how you do business. It’s about how well you understand your client’s environment and how you use that intelligence to engineer a deal too good to pass up.
In short, the battle for business is a battle of wits.
Read the full Momentum ITSMA Client Buying Index® report here.
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