How Sellers Can Disrupt and Reframe Buyer Thinking [+Toolkit]

The following is an excerpt from our new toolkit for sellers, How to Change the Buyer Conversation with Insight. Click here to access it. >> 

Think about buyers you've worked with who were trying to move an initiative or agenda forward. You probably heard something like: 

"We only need support in these areas from you."

"The team has decided to engage an outside provider to deliver on X."

"We're open to ideas about Y, but don't want to talk about Z."

These buyers are in their comfort zone: either comfortable with what they're trying to accomplish or how they're trying to accomplish it. 

In some cases, there may be a good reason for it. It's possible they've already invested a great deal of time and resources into what they believe the solution should be. 

But many buyers are headed down paths that won’t serve them well. This is because they don’t know what you know or that something better might be possible.

Your job is to help buyers make the best decisions, which often means making different decisions.