In a research study with 530 B2B buyers, we gathered information about buyer experiences with sellers. In related research, we collected over 500 stories from sellers about their own personal best in selling.
Every single one of the sellers’ stories had something in common. Most of the buyer examples about preferred sellers suggested the same common ingredient, too.
In all these recollections of extraordinary sales and preferred sellers, there was an element of change required. There was an obstacle or a challenge that loomed large. What got remembered and appreciated was the sellers’ efforts to improve the situation.
So, how to be a memorable salesperson? Buyers notice when sellers take chances and are unafraid to try new things. In some of the buyer comments, the seller did not succeed. Nevertheless, those sellers’ efforts were remembered.
