BizSugar.com › Sales › What's The Diagnosis?

We are seeing much of the same thing with the new buyers. As with many of us dealing with doctors, the new buyer doesn't want to see a sales person--for many of the same reasons, the experience may not be very good. Some data indicates that buyers can complete 60-70 percent of their buying process before first seeing a sales person, narrowing their consideration to a few alternatives based on their diagnosis. The new buyers believe they can correctly identify their problems, pains, and needs and define the needed solution. They believe through web research, they can eliminate or minimize the need for sales people.