This is Trend 11 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here.
In 30 seconds
In B2B sales, we are seeing a trend where buyers seek quotes from salespeople without specifying a situation, needs, or priorities. Salespeople must strategically offer adaptable solutions, conduct thorough research, present flexible options, emphasise universal benefits, and share customised case studies. Transparent pricing and language implying customisation build trust. Highlighting modular features reinforces adaptability. This approach navigates the challenge of providing value-based quotes with limited buyer information. It positions sales professionals to later adjust solutions to unique needs while maintaining transparency on fees. Successful handling of off-the-shelf requests requires a thoughtful, strategic approach for effective B2B sales.
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