If you want to influence B2B buying decisions, start by uncovering all of the potential buyer’s concerns and needs, according to recent research by the RAIN Group.
The report is based on data from a 2020 survey of 528 buyers and sellers worldwide.
Approximately 71% of buyers say that a seller’s thorough assessment of their concerns, wants, and needs greatly influences their purchasing decisions.
Other effective approaches are to show what is possible / how to solve a problem (68% of shoppers say this has a large impact on their purchase decisions), listening (68%), a clear ROI case (66% ), Education with new ideas and perspectives (64%) and clearly communicated value (60%)
About research: The report is based on data from a 2020 survey of 528 buyers and sellers around the world.