Understand Your Buyer > How To Lose The Sale > Big Brand Problem
What is it?
If you work with well known brands it can be a blessing and a curse. Promoting brand names for large brands can actually serve as a deterrent.
Why does it work?
It works to deter people because buyers can only work with the information you give them. They may presume that you ONLY work with large clients and decide that they aren’t big enough or the right “type” of buyer for our company.
How can you use it?
There are a couple of ways to deal with this, but its all about eradicating the assumptions and unknowns.
- Talk about the scope of your offering (from smallest to biggest)
- Be CLEAR on the bare minimum that you do/offer
- Highlight the types of buyer you work with.
- Showcase all sorts of examples and segment them.
See also
Like this kind of stuff? Want more?
Then Practical Sales Training™ is for you…
Action focussed, affordable sales training
for entrepreneurs and small business owners.
Brought to you by James Newell