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Tag Archives: modern day buyer

The One Question Every Buyer Wants Answered

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Over the years. most trainings and development programmes for salespeople have emphasised the importance of effective processes and techniques to be able to ‘sell’ their products and services. Most salespeople want to know how to ‘open the call’ or ‘overcome objections’. The skill development has revolved around how the knowledge and experience can be built so [...]

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Three Buying Motives Of The Modern-Day Buyer

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Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has little in the way of time and resources to spend, what do we need to do to assist them to make a decision [...]

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Are You Ready To Sell To The Modern Day Buyer? – Infographic

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The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf of the sales pro, to an in-depth internet-based research analysis on the part of the buyer – before they are even willing [...]

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How The Social Media Movement Has Changed The Face Of Selling

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I have spoken many times on this blog about how the sales process has changed, and that the modern day buyer now makes their purchasing decisions in a completely different way to their predecessors. Modern day buyers are much more sales savvy than before, and are able to find out everything they need to know [...]

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Sean McPheat Is Bringing Modern Day Selling To The ISMM This October

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In no less than 6 weeks MTD Sales Training’s MD Sean McPheat will be returning to the stage at the Institute of Sales and Marketing Management’s (ISMM) Successful Selling Conference at the Ricoh Arena in Coventry on October 12th. Following on from the success of last year’s conference where Sean keynoted to over 1,000 sales [...]

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