“Price is no object” – says the millionaire. The protagonist, an eager entrepreneur, laughs and hugs his girlfriend. His future is taken care of.
Sounds familiar? It should, since it’s the basic resolution of every movie where hard work leads to fame and fortune. Only one little problem: it does not happen in real life.
Price is no object? I beg to differ. Price is one of the biggest objects around! It’s the elephant in the room. It’s the first question 58% buyers want to ask – and 62% sellers want to avoid until the very last minute. Hubspot summarized the many deficiencies in the buyer-seller relationship in a report last year.
So, why the huge gap between what the buyer wants to hear and what the seller wants to say? Simple. The seller wants to get commitment before hammering the fin(anci)al nail in the coffin. Once the buyer has trudged through all the information the seller has to share, they are less likely to back down from a deal.
No wonder salespeople are thought of as pushy. This sort of approach is a literal embargo of the buyer’s time and attention, even if it’s mostly done through email. In fact, email is the preferred choice of communication medium for over 80% of buyers during their first stage of searching for a product or service. Only the short-listed sellers should expect a live conversation, Skype or otherwise.
Pushy or not, the fact remains that the process of selling is not likely to change. In fact, it may just get more aggressive. The market is growing, globalizing, diversifying and merging. It’s a giant mish-mash of ideas, pitches and offers, and nobody is sure they are getting the right deal. To be fair, it is equally awful to imagine a proposal that is a simple number (price), with no additional value or background. Imagine it in a store:
Take it or leave it? I, the pretend customer, am either intimidated enough to buy something I don’t want, or I’m already out the door, tweeting about how bad the service is. Neither of these scenarios is good for the long-term.
A big help would be a measure of transparency. Nothing more or less. No overly detailed pitches. No abrupt offers where the value is uncertain. A clean, clear offer where the price is set, the work is listed in an understandable manner, and details are only offered if the buyer asks for them. Almost impossible to imagine – a sale where the primary “pusher” is the buyer, rather than the seller.
WaySeven customer interactions are based exactly on these ideals. No cold-calling at ungodly hours. An email offer, a demo of the work and an invite to set up a video-call if necessary. Point A to point B, in which B stands for buyer. A stands for WaySeven, but let’s not get confused.
Overall, interactions with company clients are a sacred thing. No question goes unanswered, no issue unresolved. Timely, open, helpful and receptive of the buyers’ needs, the team does all it can to fight the stereotypes of sales.
Time is money, and money most certainly IS an object. Avoid wasting your valuable time and money struggling to get answers. Choose a different way.