Decision Makers

How To Differentiate Between What The Customer Wants & Needs

Do you know what the difference is between a need and a want? A lot of people think that they are the same but they are different. When selling it’s important that you understand the difference between needs and wants…

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The 5 Stages Of The Customer’s Decision Making Process

When people make decisions, they have a shift of perspective. That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision. The word comes from the Latin “Desicio”, literally…

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3 Ways Sales People Can Destroy The Fear Of Indecision

Many times, you will get to the position in the sale where you and the prospect are discussing moving forward with your product or service, and the progress stalls because the prospect fears making a mistake. Indecision is caused by…

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3 Methods That Will Give Your Prospect No Choice But Choose You

No doubt you’ve heard the stories of customers who have changed their buying patterns and switched the companies they buy from, based purely on the fact the salesperson left one company and went to work for another. Their allegiance was…

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Use These Creative Sales Tactics To Get To The Decision Maker

Sometimes do you just find it impossible to get through to the decision-maker? You call them, you write to them but they never get back to you? Well, over the years I have heard of some really creative and often…

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How To Use Both Logic & Emotion When Selling To Your Prospects

Did you know that every buying decision is an emotional one? People buy something from you because they either want it or desire it. Wants and desires are emotional triggers and are much different to  a persons needs. Let me…

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The 5 Stages Of The Buyer’s Decision Making Process & How To Utilise It

How do you make a decision? Ever thought about it? Many of us have, and have used the facts behind decision-making in identifying how they should work with clients. But many more haven’t studied this subject and consequently lose the…

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Finding Out Who The Decision-Maker Is

There’s one bug-bear that most salespeople tell us about when we run programmes for them. And it’s the lack of ability to get the decision-maker’s name when calling a company. Now, I totally understand the rationale behind why many companies…

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