WHEN THE BUYER IS IN "OVERCONFIDENT" RESPONSE MODE IN COMPLEX B2B SALES.

As mentioned in my last article about the importance of defining the root cause of the status quo in complex B2B sales and we mentioned the elements of what's called "EVEN KEEL" (Miller&HEIMAN).

In this article we will share this second important root cause called "OVERCONFIDENT" which is unfortunately the most difficult response mode that generally leads to a fail caused by several factors that we will detail.

The discrepancy in overconfident buyer is very high reaching the point to see a sales representative as a narrative and unrealistic person.

The reason is that the overconfident buyer sees the discrepancy in the opposite way rather than the reality as if his current situation is outstripping the desired result as he is doing much better?than the seller wants to anticipate ; so for him the situation is excellent than ever and the change would be an insanity.

According to studies, there are two reasons for that:

1- The buyer is not aware of the reality of his situation (his company).

2- The company targets are so low or not well designed that the underperformance is not very accurate.

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The Buyer in this mode tend to be out of touch and even arrogant in some situations, which make the situation more difficult for the sales representative to reach out the company decision maker.

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THE DANGER OF DISPLEASURE:?????????????????????????????????????

Could we imagine that bringing the buyer into reality by understanding what is really happening in his company and how could things be improved will change his mind?

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This action could be very risky, simply because the sales representative is perceived not only intrusive but also the displeasure factor.

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HIGH PERFORMER WAIT FOR RELAITY TO COME:

According to studies, the best advised strategy for sales representatives in such situation is to:

1- Keep the lines of communications on.

2- Keep the pressure off.

3- Wait for reality to arise and move the buyer from overconfident mode to trouble mode.

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Most performing sales leaders recommendations are :

?1- Not to devote all efforts.

?2- Do not prematurely disqualify this kind of opportunities.