B2B NewsPet industry newsEnvironment Management: Cues and Buyer’s Retreat

Environment Management: Cues and Buyer’s Retreat

-

- Advertisment -spot_img


 

Implementing environment management during the sales journey brings a variety of benefits to the seller during the process (we’ve talked much about this already here, in our previous post). Not only are effective environmental controls a great way of exposing buyers to a different way of thinking (i.e., illustrating how your company’s service or product best solves their particular pain or problem), but also they do so while moving the buyers further down the sales pipeline. To truly garner the most potential from an environment management strategy, however, it’s critical that the seller understands the specific strategy that’s needed and when it should be implemented. That comes with understanding what stage of the sales cycle the buyer is currently in. Cues and the reduction of buyer’s retreat are two strategies that can be utilized in the buyer’s journey to help sway customer behavior to accept the deal that best solves their problems.

The Importance of Cues

The idea of a cue is fairly straightforward: linking an existing action or behavior to an existing cue. Cues are used far beyond the scope of the selling process—think plays, films, and even standard conversations we have with friends and family. Cues can be both verbal and nonverbal, and both types of cues have a place in the selling process because they can help a seller limit bad behavior within a customer. Cues can drive a buyer to either accept a positive action or reduce an existing bad behavior not conducive to your sale (i.e., purchasing a solution from another company).

Cues are actually easily implemented. Understanding where in the sales cycle to utilize them, however, is what makes a significant difference in their success. Like gift giving, cues are a great late-stage strategy. While a small knowledge of the client is necessary to understand the existing bad behavior, limiting their bad behavior is necessary to move into a later stage of the sales cycle. Yet as a seller will frequently learn, there are likely multiple “bad behaviors” the buyer might have that might lead to a retreat or rejection of the sale. 

What is Buyer’s Retreat?

When buyers retain limiting thoughts, beliefs and actions, they might leave the sales cycle or distance themselves from continuing forward in the sales process. This is known as buyer’s retreat, and it’s a natural (yet unfortunate) part of the selling process. Buyer’s retreat is not only harmful to the individual sale, but it also wastes the seller’s valuable time—time that could be spent reinforcing positive messaging to other prospects. With this in mind, how can a seller prevent buyer’s retreat from occurring within a buyer?

Reducing Buyer’s Retreat to Retain Sales

Preventing buyer’s retreat comes down to the seller themselves. The buyer already has an identified problem that your solution solves (if that isn’t the case, they likely shouldn’t be a prospect in the first place). Reducing buyer’s retreat requires sincere action by the seller to create a connection with the prospect—one that illustrates the organization’s value to their lives. Demonstrate the advantage of your product or service to the prospect to solve their need. Doing so creates a scenario that helps the prospect envision their desired end state and how it’s only accomplished with your product or service. That can be done in a variety of ways—through gifts, events and targeted communications. If the seller efficiently communicates positive results for the customer that are uniquely tied to their product or service, the prospect will be much less likely to retreat and more likely to see the sale through to the end.





Source link

LEAVE A REPLY

Please enter your comment!
Please enter your name here

Latest news

“研学热”:一场“旅游+教育”的神奇化学反应

东南网8月26日报道(本网记者郑琦/文)日前,福建省文化和旅游厅评选出福建中青国际旅行社有限公司、福建智行研学教育科技有限公司等23家“优秀研学旅游服务机构”。省文旅厅将通过发挥优秀机构的典型示范效应 Source link

18个项目260亿!绍兴城市推介会走进港澳

“由衷期待双方以此次推介会为契机,持续深化经济、科技、教育、文化、体育等各领域沟通交流,努力打造更多标志性合作成果。”12日-14日,2024“港澳·绍兴周”在香港启幕,绍兴市委书记温暖率市代表团赴香 Source link

这种“教育”竟能做出撩动人心的美食?

30岁裸辞去蓝带学厨艺,毕业后仅仅用了2年的时间就一举成为百万粉丝的美食博主。这一次我们邀请到了美食博主徐人宇Vincent,以及蓝带国际大中华区董事总经理、澳大利亚蓝带学员商凌燕女士、蓝带巴黎学员侯 Source link

撒网预热进行时,小轮车推广进校园

伴随着奥运会资格系列赛·上海的临近,城市体育节撒网预热期的推广活动日益火热。4月以来,不同主题的运动项目进入商圈、学校,让更多人体验到这些城市运动项目的乐趣。近日,“极限宝贝bmx初体验骑进校园”系列活动亮相上海市黄浦区 Source link
- Advertisement -spot_imgspot_img

撒网预热进行时,小轮车推广进校园

伴随着奥运会资格系列赛·上海的临近,城市体育节撒网预热期的推广活动日益火热。4月以来,不同主题的运动项目进入商圈、学校,让更多人体验到这些城市运动项目的乐趣。4月30日上午,“极限宝贝bmx初体验骑进校园”系列活动亮相上 Source link

话说杨浦丨“赛艇女孩”,你在哪里?

上海海洋大学的历史可上溯至1912年成立的江苏省立水产学校。2006年,位于杨浦区军工路的上海海洋大学前身——上海水产大学,积极响应上海市教委号召,成功组织了“阳光体育大联赛”。宣传、动员过程中,学校 Source link

Must read

Lady Gaga and Cardi B Meet at the Grammys

What was expected of her was the same thing...

Jennifer Aniston’s Ex Justin Theroux Wishes Her Happy Birthday on Instagram

What was expected of her was the same thing...
- Advertisement -spot_imgspot_img

You might also likeRELATED
Recommended to you