Sellers must make sure that the buyer is in a position to justify the decision. Otherwise the risk of a stalled deal increases greatly. This is particularly important when decisions are driven by instinct or emotion.
Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. The seller must tap into the buyer’s underlying buying motivations and emotions as well as connecting with the buyers logic and analysis to improve sales performance. Moving Beyond The Calculator In Selling In business, emotions are generally considered unhelpful at […]
The Importance Of Knowing The 3 Types Of Buyers & Tailoring Your Sales Approach Accordingly There is an erroneous assumption about how buyers buy that is surprisingly common in selling. It is a major impediment to success for those holding it. Yet they seem blissfully unaware of their error. Here we will test to make sure […]