Added on May 23, 2013
Ray Collis
Buyer Psychology , Buying Process , Nudge , Nurturing , risk , Short Term Benefits , Social Comparison , Solution Selling , Using Psychology To Sell
More information is simply not enough to get the buyer to across the line – we all know that. If it was then we would write longer proposals and provide more detailed product sheets. In this insight we will use the latest buyer psychology to examine how to nudge the buyer towards a decision.
Added on April 14, 2010
John O' Gorman
Cold , fear , presentation , proposal , risk
Sales people are increasingly learning that there is no such thing as a ‘sure thing’ sale. That is because as the sale approaches the buyer can get ‘cold feet’ and the salesperson may be the last person to know about it. For example, the salesperson’s proposal, presentation and price beats the competition, but somebody on the […]