Buyer behaviour is the study of the activities associated with the purchase of goods and services, including the buyer’s emotional, mental and behavioural responses.
Tag: Buyer Behaviour
The History of Sales Methodology – Part 1 (1900 -1950s)
The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.
How Do Salespeople Sell Insights?
Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?
Toilet Paper Crisis, Coronavirus and Sales Psychology.
We all know that panic buying 108 rolls of toilet paper is a dumb thing to do. Yet, this is precisely what many people are doing; people who are otherwise typically quite sane and intelligent.
Selling The Benefits Of The Benefits?
In B2B Sales, you should sell the benefits that your product or service delivers, not the product or service itself. Consider selling the benefits of the benefits.
Why businesses only have price to compete on
If you rely too much on price in order to remain competitive, it’s time to change the way you view your business, your marketing strategy and your sales process.
4 Ways To Convert More Proposals Into Sales
The goal is to win business and do it with the least amount of time, effort and energy. The goal is NOT to provide lots of people with pricing and written solution plans.
