Don’t be put off by the title, I’m not suggesting you actually hijack the customer, just hijack them in their buying process.
You see the customer is now in control preferring to buy rather than be sold to. We know this. We also know you’re employed as a salesperson so you need to be seen selling.
Simply infiltrate where they are in the buying process, ask them, enquire politely.
- How do you normally buy this kind of item?
- What steps do you take when you bring in a new supplier to your business?
- What point are you in your research?
- What have you done so far towards this?
Join them in this step and then provide what they want
Catch up with them, so to speak, then complete the remainder of your sales cycle.