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Buyer Types

The One Factor That Drives Most Buying Decisions

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A friend of mine recently had the need to change his company car. There was a massive choice for him in the price range that he had been given, so he had to narrow the choice down using a series of questions. Based on his chosen criteria, he judged which would be the best car [...]

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Think The Way Your Buyer Thinks

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Watching Derren Brown at the theatre a few weeks ago made me realise how little we mere mortals know about the way the mind works. He’s a great showman and artist, and readily admits that there’s nothing magical about what he does in his stage shows. It’s all illusion and trickery, but mightily impressive, especially [...]

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How Your Buyers Make Their Decisions – Part 5

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For Part One, Motivation Directions, Click Here For Part Two, Frames of Reference, Click Here For Part Three, Matching and Mismatching, Click Here For Part Four, Convincer Strategies, Click Here Our final part of this series of how buyers make decisions looks at what people see as necessary and what they see as possible. It’s [...]

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How Your Buyers Make Their Decisions – Part 4

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In Part One of this series, we looked at motivational direction. In Part Two, we discussed Frames of Reference and how they are diagnosed. Part Three covered how people match or mismatch in their decision-making philosophy. Here, in Part Four, we identify how buyers convince themselves they are making the right decision to choose you. [...]

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How Your Buyers Make Their Decisions – Part 3

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In Part One and Part Two of this series, we identified two criteria buyers use to make decisions. Here, we discuss a third. First, a recap: People’s decision-making criteria will always give away a lot of information, as they help you understand their beliefs, values and behaviours. Buyers make decisions based on a series of [...]

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