HOW buying decisions are made
 Added on October 13, 2010  John O' Gorman   , , , ,

Will You Pass The Buying Knowledge Test?

Will You Pass The Buying Knowledge Test?

A recent poll of sellers shows that most are failing in terms of their knowledge of how customers buy. So, how good is your buying knowledge?

 Added on August 4, 2010  John O' Gorman   , , , , , ,

Try Walking A Mile In The Buyer’s Shoes!

Try Walking A Mile In The Buyer’s Shoes!

Indeed, to understand the full complexity of the purchase requires that the salesperson ‘walks a mile in the buyers shoes’. That is because as the Spanish puts it ‘it is much easier to be in the bullring, than to talk about bulls’

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The latest research on how buyers buy
Who makes the buying decision