5 Ways to Avoid a Price-Driven Sale – Sales Executive Council

5 Ways to Avoid a Price-Driven Sale – Sales Executive Council:from 3forward by Matt Smith

B2B Sales Pursuit Strategies

Customers are 57% through their buying process before they seek engagement with suppliers (see chart below). Think about that for a moment. Customers are doing a lot more buying before we have the opportunity to sell.  
In fact, many members tell us that customers want to engage with us only when they’re ready to talk about one thing—price—with many more opportunities going out to bid. And a traditional, solutions-selling approach is leading us right into this procurement trap.
We’ve found that organizations face certain barriers when responding to this dynamic. In other words, there are landmines on the path out of RFP-land. These include:
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Source: Sales Executive Council