The predominate thought in my mind is, "So what."
OK, I'm a rebel. But if you can show a prospect how your offering:
- Makes them money
- Saves them money
- Improves efficiency
... they will still purchase.
BUT it takes one thing more, that we didn't need to worry about in the past.
That one tiny thing that can mean the difference between sale and no sale can be summed up in one word.
You have to nurture harder, prove results more frequently, add value to the conversation repeatedly, follow up consistently and on time.
Sales have not gone down as much as sales cycles have increased. Patience is the key.