By Tibor Shanto
We are all familiar with the concept of buyer’s remorse. It is the feeling of regret after a purchase, which usually grows with the value and importance of the purchase. Usually, these fade as the solution is implemented and some of the expected changes and benefits present themselves. Some sellers cope with this challenge better than others, many are about to experience their own form of regrets, namely Sellers’ Remorse.
Corporate leaders are much more forward-looking than many salespeople believe. Most sellers deal with the user of their service, at times one or two rungs above that on corporate latter. But few salespeople deal with the senior team driving long term strategy. Some because they’re unable to get to them despite their efforts, most don’t even try; you ask them why. If you want to tether your offering to their future, you need to understand those who set the
