Your prospects probably want two, seemingly contradictory things.
- They want to feel in complete control of their buying process.
- They secretly want to be led through their buying process.
Let me give you a personal example. Last year, I was placed in charge of a committee tasked with buying a new healthcare plan for the staff here at The Brooks Group. Admittedly, I’m no expert on buying a corporate healthcare plan. I didn’t really know what I wanted (other than to be sure my coworkers and I were covered), but I certainly didn’t want a salesperson to instruct me. I wanted control and a leader!