Added on October 17, 2012
Ray Collis
Buying Decisions , Emotion In Selling , Emotional Buyers , Modern Buying , Tailoring The Sales Approach

Justify With Numbers – Compel With Emotions

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 […]
Added on October 11, 2012
John O' Gorman
Buyer Types , Buying Decisions , Emotion In Selling , Emotional Buyers , Modern Buying , Tailoring The Sales Approach

The Most Dangerous False Assumption In Selling!

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 […]