Written by: Vickie Sullivan | September 05, 2024
2 B2B Buyer Myths That Could Sabotage Your Sales Strategy
Combine stretched budgets and a deluge of sales pitches. And what do you get? These two B2B buyer myths that customers bring to the sales process.
Don’t presume that just because a buyer approaches you, that these assumptions don’t exist. They show up later in the sales process when dealing with the project scope, timing, and budgets.
2 B2B Buyer Myths That Can Hurt a Deal
• I can fix my problem when I want to. In the good old days, the limited availability of a buyer’s top choice would be enough to get them to approve the project quickly. Not anymore. Now, with decision-makers having so many options, timelines are on their side. If a more urgent priority comes up, the project can be pushed back with little downside.
• I can cut the budget and still have plenty of options. Buyers assume there is no disadvantage to cutting the budget because there is always someone who is “good enough” and will meet their price. When vendors are plentiful, everyone looks expendable.
Listen: How to Respond to Buyer Delusions
These assumptions are based on buyers’ wishful thinking and misinterpreting the situation. And unfortunately, they are set in stone. This is yet another reason why content marketing combined with an effective brand strategy is essential in crowded markets. The best way to address these B2B buyer myths is to ensure your buyer doesn’t apply them to you.
Now Read This:
- How to Deal with Delusional Buyers Suffering from Sticker Shock
- Strategic Sounding Boards Give Real-World Advice for When the Rubber Meets the Road