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Buyer Time With Sales Reps
- Customers spend only about 17% of their buying journey time with supplier sales reps.
- This small window makes the initial introduction extremely critical for credibility and impact.
Handle Early Pricing Questions
- If asked for pricing during the first call, answer honestly but manage expectations.
- Provide a price range anchored on early diagnosis while buying time to gather more info.
Lead With Problem, Not Product
- Engineer your introductory conversations around the problem, not the product, to delay premature pricing talks.
- Use the first call to align on the problem and set up subsequent deeper engagements.