The importance of getting to the purchasing process early

[Ehsanuls55]

In B2B, especially in consultative sales, demand is more associated with a process (lasting between 1 and 24 months) than with a specific action. Purchases in B2B do not happen overnight…they are cooked over a slow fire.

That's why I found this graphic interesting, which highlights the importance of getting into the cooking process early.

The importance of getting to the purchasing process early

Salespeople usually want to enter into the conversion when the table is set. And while this behavior was normal and expected until a while ago, now it is simply suicide.

Why is it no longer advisable to enter the process late?
The reasons are varied, but perhaps the most important is that in B2B purchases, the one who arrives first, if they do things right, usually ends up winning the deal.

This becomes more evident when the sales process is very consultative and the need we are trying to solve hr directors email list is very complex.

If we enter a purchasing process late, we run the risk of playing by the rules imposed by others (technical specifications, RFPs, Briefs or expectations set by our competitors).

If we get to the end, we will also have less time to prepare to give an outstanding proposal. We will be called to present an urgent proposal in 2 weeks, and meet a host of requirements imposed by others.