A number of trends can be seen in the ways customers are behaving towards suppliers. Some customers are so busy that they do not have the time or focus to think about anything else. Some genuinely have no need for what you do right now (but may do at some point). Some are saying they have no budget. Some need to involve others in their decisions. Some need more evidence before they will commit. Some are simply hypnotised with indecision. Whether baseless or rational these behaviors present sellers and relationship managers with real obstacles to overcome.
By Richard Higham
