Buyer Types

Think The Way Your Buyer Thinks

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 when you haven’t got a…

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How Your Buyers Make Their Decisions – Part 5

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 an interesting strategy people use…

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How Your Buyers Make Their Decisions – Part 4

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. First, a recap: People’s decision-making…

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How Your Buyers Make Their Decisions – Part 3

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 criteria that makes sense to them. So…

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How Your Buyers Make Their Decisions – Part 2

In Part One of this series, we identified a reason why your buyers make decisions, either by moving away from  a painful scenario or by moving toward a beneficial one. In this section, we look at another way your buyers decide. Let’s do a quick recap… People’s decision-making criteria will always give away a lot of information, as they help…

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How Your Buyers Make Their Decisions – Part 1

Decisions, decisions….ah, there’s a dilemma inside every choice for everyone! The way decisions are made can tell you a lot about the personality of a person. The reason for this is that everyone has a short-cut to how they view the world. Their view is through their particular ‘spectacles’…how they see things always matches their beliefs about how things should…

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How Buyers Make Decisions

Imagine you are in a restaurant, cafe or canteen, looking at the menu. You’re pretty hungry, but not overly so. You need to quench your thirst and fill your stomach, as you inspect what’s available. How do you make the decision as to what you will buy? Do you go with a tried and trusted solution, items you’ve had many…

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5 Ways Value Changes In The Buyer’s Mind

Value building with arrows

Delivering value is the catalyst for any buyer to make a decision. But what many salespeople forget is that the customer’s view of value changes as they move through the buying cycle. The stages buyers go through start with recognising there is a need. Then they make evaluations as to who they should buy from, followed by the decision phase…

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The Reasons People Buy

Man holding mobile phone and a credit card online shopping

Franklin Covey have done some research to determine why buyers select a producer or service provider, and it makes interesting reading. They found that the top four reasons revolved around the following: Relationships, compatibility and fit: The supplier is a good match with the people, processes and culture of the organisation they are selling to. Deep understanding of the business:…

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Buying Facilitation by Sharon Drew Morgen

Happy Successful Multiracial Business Team

Buying Facilitation (R) I had an interesting evening tonight sending and replying to emails from Sharon Drew Morgen. Sharon is the author of the NYTimes Business Bestseller “Selling with Integrity” as well as 5 other books. Anyhow, to cut a long story short, our paths crossed due to me using the term “Buyer Facilitation” in one of my blogs. Sharon’s…

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