Buyer Types

Five Needs Your Buyers Would Love You To Satisfy

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get…

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How To Educate Your Buyer With New Perspectives

We often encounter prospects who are comfortable. By that, I mean they are happy with their current situation and don’t want, or need, to change their perspective. In these situations, salespeople often find it difficult to progress the conversation. They…

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The 4 Most Common Buyer Types In Sales (And How To Sell To Them!)

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as buyer types….

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5 Ways To Sell To The Modern Day Buyer

One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology,…

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5 Ways To Kill Indecision In Your Prospect’s Mind

It’s one of the biggest frustrations in a salesperson’s experience. You’ve done your research on the buyer and their company…you have uncovered all the possible objections the prospect has in mind…you’ve presented the solutions for their concerns…you’ve even discussed a…

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3 Buying Motives Of The Modern-Day Buyer

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…

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9 Things Your Buyer Wants You To Know

Very often, we go out in the field with a great deal of knowledge about our products, our services, our competition, our prices and our industry. That’s great, and this knowledge is imperative for our confidence as well for generating…

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16 Questions That Will Help You Understand The Buyer’s Perspective

Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every step we take with them….

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6 Buyer Tactics That Will Slash Your Margins

We often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales objectives and deal with objections or negotiate a better deal….

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4 Ways To Push The Buying Button Inside Every Buyer’s Brain!

Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts of our brains…

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Use These 6 Questions To Sway The Over-Cautious Buyer

The types of decisions people make can vary from person to person, based on many factors. These can include concepts like time available, causes for concern and other resources’ availability. But these days, one type of decision-maker can cause concern…

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The One & Only Reason Buyers Buy

Is there just one reason? Can we actually narrow down the whole sales process to just one step? Naturally, there are a myriad of stages that people go through before they make the decision to go with your solution. But…

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