Would you believe NO can get you a good Yes? Yes, it’s true; sometimes NO is the keyword for successful selling. In all negotiations and selling which falls into that category, you need to understand the other person’s needs, job responsibility, and goals. One of the major responsibilities of a buyer is to get the […] Read more »
HOW BUYERS DECIDE WHO TO BUY FROM
After decades of personal selling and observing others sell, I am convinced most buying decisions are based on emotions rather than on a rational basis. The ratio of the two motivators varies with the individual buyer and the circumstances at the time, but clearly the seller must always be aware of the emotional component of the decision process. Having the best product, service, price, warranty, etc. does not ensure a sale. Here’s a sampling of some of the non-rational reasons I have observed buyers employ in their buying decisions. Read more »