The main objective of this session is to help you understand different types of buying behaviors and how to address them so you can align yourself with the buyer. By the time the session is over, you will understand the four main reasons people don’t buy, the three stages of buying, and how to sell to the six different types of buying behaviors.
Why “Buying Behaviors” Matters:
If you can just manage yourself through the process and just pull yourself back a little bit to make sure that you are communicating more than you are talking, not only will you improve your close rate but you will also be able to qualify or disqualify opportunities more quickly so you only spend your time on those deals that you have a good chance to win.
- Our job is to enable the buyer to buy.
- It is really important that you can articulate your unique value proposition.
- If you can understand how somebody buys, you can align your selling strategy to get him or her to buy.
- Need plus vision equals sale.