6 Things that repel high-value customers when closing a B2B deal…

1) Lack of perceived value

They will research you before you even start a conversation.

When your value isn’t clear, they won’t waste time trying to figure it out.

They need to see it right away, in a language they resonate with.

This means having an authority before you even enter discussions.

2) Generic messaging
High-value customers want to know how you can solve their specific problems.

If you’re in a room with multiple stakeholders, your pitch needs to address each of their individual needs.

If you don’t, you won’t reach a collective buying decision.

3) Selling and not listening
If you’re too focused on selling and not enough on listening, you’ll miss the needle-moving aspects to focus on.

4) Overcomplicating the process
Complexity creates friction.

If your process is overly complicated, high-value customers will go with the competitor that speaks simplicity.

5) Focusing on price
Price shouldn’t be the primary driver.

If you focus too much on cost instead of the strategic value you bring, you’ll lose your negotiating power.

6) Urgency
If you try and drive a deal over the line due to false urgency, you will lose the deal faster than you can say “We went with someone else”.

Have i missed any?