The more I have ventured into sales, the more I have realized it is about eliminating customer’s fear. In enterprise sales, there is one decision-maker who cuts the cheque but multiple stakeholders. So adopting something new, taking a decision is a tedious process and comes with lots of responsibility. The sales cycle is longer as well.
It requires a lot of perseverance, patience, and comforting the customer that everything will be alright. I got your back covered. But on most occasions eliminating all the fear.