This famous quote by Franklin Roosevelt rings so true in business. One of the biggest hurdles to get over in a buyer‘s mind is the fear of making a “bad” decision. If you can create comfort for your buyer then you are most of the way there…
It’s really a matter of definition because “bad” is based on perception. Is it a bad decision to buy “IBM‘ because that’s a safe decision or is it a bad decision to take a chance on a better solution that is still an early stage company?
Fear is a driving factor in your buyer’s eyes so don’t forget it as you are moving through the process. The trick is to turn fear into excitement and the potential rewards associated with your solution.
Brick
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