4 Tips to get Past Buyer’s Risk Averseness
I tend to ask one question to every salesman, are you positioning to replace something or you are addressing a need for your buyer that isn’t served as yet? I strongly believe that this question has a relevance in terms of how productive can the sales be. The sales and marketing strategies take shape based on which direction one is headed, replacement or addressing a new need. To look at it differently it is always a game of replacement, and that makes selling a tough game by